Time to Wring Complexity out of Public Sector Deal Registration

Bob Laclede 100x135by Bob Laclede, Vice President, Channels

There’s Time to Wring Complexity out of Public Sector Deal Registrationlittle doubt that deal registration continues to pull its weight as a mechanism to reward and encourage reseller partners. But when it comes down to managing day-to-day deals in the real world, many partners find existing programs a bit of a chore, our latest research finds.

In particular, the challenges of registering, submitting, updating, and maintaining deals represent significant administrative burdens to partners, according to the Government Channel Leadership Council’s (GCLC) 2015 State of Public Sector Deal Registration survey. The research, conducted in the first quarter of 2015, queried 120 partners 100 vendors that deal in the public sector marketplace.

Immediately clear in this year’s research: Channel partners surveyed want vendors to wring out complexity in current programs and streamline the registration and approval processes. Some 39 percent of partners say that vendors’ deal registration programs are only moderately clear, concise, and well-documented, with 15 percent giving OEMs overall poor marks for the clarity and usability of their programs.

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Three Simple Steps to Measuring Government Partner Performance

photo_Skip-Liesgang_65x85by Skip Liesegang, Vice President, Channels

What is best way to measure partner performance? What is included in a good partner scorecard? Those are the two most frequently asked questions in the Government Channel Leadership Council (GCLC), a forum established by immixGroup to share best practices, information and ideas about the public sector IT market.

These questions are closely related. The first is the most important, because once you’ve answered it, the scorecard is just a way to provide metrics to measure success.

Measuring partner potential has always been tough, and my 25-plus years of managing channel partners has given me some basic ways to address this age-old question. Before we get to that, let’s take a quick journey back to the earliest days of partner performance metrics and the insights its evolution may hold for all of us.

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