Partner profiling and segmentation - the majority of B2B marketers know these tactics well. They're certainly something we've been doing for clients over the years.
However, a lot of vendors still grapple with the quantity-over-quality question. It seems that the guys at SiriusDecisions may have a framework to address some of the pain.
Understanding which channel partners have the potential to deliver the strongest performance now and in the future is a critical success factor for b-to-b suppliers in all industries and at all stages of channel maturity.