How do I identify high-performing vs. high-potential channel partners?

Those who put your resources to great use are showing you their potential. The more they do, the more resources you should provide. Help them build their momentum, as long as they are actually working at it. To identify your high performers simply consult your sales out reports. Remember to include projects in which the partner influenced the engagement for the project even though the customer bought your products elsewhere. Many top channel partners realize the thin margins competition lets them obtain on products are more than consumed by procurement operations and credit. Recognize and reward influencers.