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Successful channel partner relationships require substantial investments of energy, time, and money. And like any investment, they need active management to ensure maximum return. Effective management requires answers to some basic questions: How profitable are my channel partner relationships?, which are my best and worst performers?, where should one focus the future management efforts?. The channel partner scorecard helps one collect and interprets the information that one needs to answer those questions. Use the information to calculate for each channel partner a Return On Investment (ROI) that is based on actual revenues and expenses. One can use the scorecard results to evaluate channel partners and determine future courses of action.
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