Getting the Most Out of Channel Data

The channel exists to extend a vendor’s reach and capabilities through partners, opening access to markets and revenue streams that would otherwise be out of reach. Building and running programs that enable those partners, however, rests heavily on how well performance and sales data are understood. While most agree that channel data management is critical, the practices for collecting, analyzing, and applying that information often fall short.

In this episode of Changing Channels, Bill Rainey, vice president of global channels at Milestone Systems, joins Channelnomics’ Larry Walsh for a conversation about the discipline of data in the channel. Together, they explore the importance of gathering accurate information, the challenges of interpreting it, and how thoughtful analytics can guide program decisions and ultimately drive stronger partner results.


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About Bill Rainey
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