Understand partner performance
When a partner misses a target, your team needs to understand the gap and decide what support or commercial action is needed.
Channel Performance Hub · B2B partner business
You have partner targets
and business plans.
Where should you act
to move sales forward?
Partner results show what happened. Your company also needs to understand where opportunities exist, which partners can pursue them and what sales actions to prioritise.
Choose where to focus
Assess which partners and opportunities deserve your team’s time, support and investment.
Follow through on joint plans
Agree what each team will do, who is responsible and when progress will be reviewed.
The response · Channel Performance Hub
Understand the business.
Set clear priorities.
Act on them.
Channel Performance Hub is designed to bring market intelligence and internal commercial data together, helping companies identify opportunities, assess partner performance and focus sales effort.
Review the performance
Partner scorecards and performance views give the commercial discussion a shared starting point.
Understand the commercial implications
Commercial insights help identify performance gaps and guide the questions your team should examine.
Plan the next action
Structured partner reviews help teams agree priorities, assign actions and review progress.
The value for your business
Focus your resources.
Support commercial progress.
Focus your commercial effort
Use partner performance evidence to decide where development, support or corrective action is needed.
Align joint business plans
Connect partner discussions with specific commercial priorities and the work to pursue them.
Make responsibilities clear
Make the next action, its owner and the review point clear enough to follow through.
A commercial decision in practice
From a partner signal
to a focused response.
Explore how performance evidence can shape the next commercial conversation.
Illustrative scenarios · Not customer results or product screenshots.
The evidence
A partner is below its agreed target.
A performance view shows a gap. That is the starting point for investigation. It does not explain the cause.
The commercial decision
Choose the right intervention.
Use the review to examine readiness, priorities and commercial activity before deciding what support is appropriate.
The next action
Agree a response and review it.
Assign an owner and a review date. Revisit the action and the performance evidence at the next QBR.
One commercial approach across the company
Connect partner development
with business priorities.
For the people managing the partners
Bring performance evidence into assigned portfolio reviews, organise QBRs and agree what should happen next.
Channel Managers: partner development, pipeline, onboarding, enablement and commercial execution form the wider use case scope.
For the people directing channel sales
For channel sales leadership, the intended commercial value is a connected view of portfolio performance, revenue priorities, resource allocation and team execution.
Heads of Channel Sales: portfolio visibility, commercial priorities, forecasting and team execution.
The connected commercial decision loop
Understand market opportunities.
Connect them with your channel priorities.
The Hub is designed to connect market opportunities, partner performance and joint business priorities. This helps companies decide where to invest, what to develop and which actions to take.
Partner performance
Partner scorecards and performance views provide evidence for the commercial discussion.
The complete offering is designed to connect market intelligence, partner performance, commercial planning and sales execution.
A clear view of the offer
What can you explore
with the Hub?
Partner scorecardsPerformance viewsRules based insightsQBR workflows
What does Channel Performance Hub help companies do?
Channel Performance Hub is designed to help companies assess partner performance, identify commercial gaps, agree business priorities and follow through on sales actions. Its approach combines scorecards, commercial insights, structured reviews and joint planning.
How does market intelligence fit into the approach?
Channel Performance Hub is designed to bring market intelligence and internal commercial data together, helping companies identify opportunities, assess partner performance and focus sales effort. The complete offering is designed to connect market intelligence, partner performance, commercial planning and sales execution.
Is it intended for Channel Managers or channel sales leadership?
Both. The approach connects the work of Channel Managers with the commercial priorities directed by Heads of Channel Sales, from partner development and reviews to portfolio performance and sales execution.
The Channel Manager Starter Kit
A practical guide and templates
for your channel work.
A separate 36 page guide and 10 practical templates for partner strategy, onboarding, joint planning and performance reviews.
Explore the Starter KitChannel Performance Hub
Discuss your priorities
with Channel Performance Hub.
Tell us what you want to improve in partner performance, commercial planning or sales execution.
Request a demo conversation focused on your company’s commercial priorities.
Request a demonstration of Channel Performance Hub. I’ll contact you to arrange it once the full product is ready.