Overview

Challenges

A recent TSIA quick poll provided insights into how technology vendors are tracking both revenue-focused and non-revenue metrics related to partner performance. Results show which types of metrics are being tracked, and which are showing the biggest impact.

Summary

The poll insight reveals a strong inclination towards tracking revenue-focused metrics among technology vendors, underscoring the prioritization of sales performance over non-revenue measures. While traditional sales metrics show impressive adoption rates, the less emphasis on customer success metrics indicates a need for a balanced approach to measuring partner performance and overall customer experience.

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Included in the full report

Revenue Tracking Dominance:

94% of organizations track total revenue or bookings from partners, affirming the focus on revenue generation.

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Growth Monitoring:

89% measure partner-led revenue growth, suggesting a robust analysis of revenue trends.

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Lower Adoption of Non-Revenue Metrics:

Only 38% track implementation success metrics, indicating a gap in measuring the long-term value of partner engagements.

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High Training Participation Rates:

89% of organizations track partner participation in training programs, emphasizing the importance of partner enablement.

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Need for Balanced Metrics:

The stark contrast in adoption rates—between 70-95% revenue-focused, and below 65% non-revenue metrics—highlights an area for improvement in assessing comprehensive partner performance.

Read the full report on the TSIA Portal

Publication date:

July 18, 2025

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