We’re all familiar with the Pareto Principle, usually just called the 80/20 rule. Where 80% of the outcomes arrive from 20% of the tasks. Sometimes, it feels like it’s closer to a 90/10 rule. But that’s not ideal, and in fact moving in the wrong direction. We want to have every partner performing at their peak, with a level playing field across the board. “If I only knew how to get the other 80% of my partners to perform like the top 20% do.” Have you ever had a thought like this? It seems like you’ve got a strong crop of partners that bring in a lot of business, but then you’ve got a larger pool of partners that are underperforming. It’s probable that we arrived there without planning to. It’s not like we woke up one day and said, “hey, I want to be working in a partner program wasteland where the majority are inactive or unengaged. There are a handful of reasons that you might find the 80/20 rule is hitting home hard. Here are the three most common root causes: Over-recruitment of Partners Your partners are resources, but if you are too zealous in recruiting them, it can be counterproductive. If you have a large pool of partners, you are in effect taking away your attention from the most important partners, and spreading it to those who are lackluster performers. Lack of Resources In or out of the channel, you need to have adequate resources for success.…
Read More: 4 Ways to Eliminate the 80/20 Rule in your Channel Partner Program
