Partner Training Performance Assessment

Performance metrics for partner training confirm value to channel partners and product management teams


A leading software vendor needed to establish performance metrics for its partner training program to measure tangible impact to the partner's business as well as value of partner training events to the client's product management teams.


Working closely with the client's training group, NewGrowth assessed the client's objectives for partner sales and technical training to determine where tangible business impact could be measured for both the client and its partners. NewGrowth then developed a survey questionnaire and a series of performance metrics for assessing the value of the client's training programs. Both phone and online research were fielded in two waves across 1,200 partners to establish a baseline for measurement.


Based on NewGrowth's findings, the training group has identified what partners value in vendor training and where the training program is having the most impact. Changes are being made to course content and promotional materials to reflect these insights, and the client's product groups have begun to increase the role of training in their promotion budgets. Partners are reporting benefits from training, including more bid opportunities, increased billable hours for technical projects and faster deployment times for solutions involving the client's offerings.