How is channel partner performance measured?

This depends upon how the vendor is managing their channel. Some will measure channel partners purely by sales volume. Others will work with “non-transactional” partners who drive customer projects requiring their products and measure them by the value of those projects. More and more are now expanding their thinking to measure partners on the actions they take and the investments they make in better enabling themselves to increase their sales through training and preparedness, thus recognizing the steps necessary to ultimately create more sales volume and accelerating them.