The 80/20 Rule is Alive and Well. How Leveraged Should your Channel Be?

December 20, 2010 at 3:40 pm Leave a comment

By Beth Vanni, Vice President, Amazon Consulting

A recent Amazon Consulting exclusive channel study reports shows that 56% of vendors have less than 20% of their partners representing more than 80% of their channel revenue.  And further, 52% of solution providers are equally leveraged with their top 1-2 longstanding vendors lines, which represent 75% of their revenue.

Being this highly leveraged with a small number of partners will become increasingly challenging if vendors do not align their spending and resourcing to their most productive partners while continuing to strategically develop or recruit new channel partnerships.

If this sounds like the state of your partner revenues, you owe it to yourself to read the rest of the research findings in Amazon Consulting’s FREE research Executive Brief: From Rookie to Rock Star: Accelerating the Development of Channel Partnerships.

Learn how technology vendors are (or are not) supporting their partners along their development continuum and where they are investing most in accelerating the development of these important relationships.

Also see the webinars:Rookie to Rock Star: Accelerating the Development of Channel Partnerships.

Rookie to Rockstar II; The Solution Provider’s View on Developing

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Entry filed under: Industry Perspective. Tags: , .

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