Balance The Channel Scorecard Before It Balances You
Select a balanced set of partner-program measures across financial, customer, internal-process, and learning dimensions.
The balanced channel scorecard A partner dashboard that only tracks bookings is late by design. Bookings tell you whether the system already worked. They rarely tell you whether the partner motion is healthy enough to repeat. Use four lenses. Financial measures answer whether the channel creates economic value. Partner and customer measures answer whether the experience is worth repeating. Internal-process measures answer whether the program machinery is reliable. Learning and growth measures answer whether partners and your channel team are building future capability. The practical move is not to collect every metric. It is to choose a few measures that…
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