What does "good" channel performance look like? Do you have benchmarks?
Benchmarks vary widely by many different vectors. Complex systems require more webinar activity, while simple utility products require more demand gen activity. It’s inappropriate to try to apply universal numbers of marketing and sales activities to partner metrics. Each should model benchmarks around the actual results from top performers. At the bottom line, good channel performance is much like any other sales performance. Quotas are set by factoring cost of sales plus cost of goods plus overhead burdens and good performance is achieved when revenue produced significantly exceeds those costs.