4 common channel partner data challenges (and how to solve them)

Channel partner data powers the decisions of every successful channel program. But getting that data and using it effectively isn’t easy. Many organizations struggle to gather accurate information from partners up and down the channel. Without that data, they can’t proactively address gaps in their programs. 

The good news is even the most challenging data collection issue can be overcome with a strategic data collection approach. 

I’ve identified four of the most common obstacles related to channel partner data collection with practical solutions to overcome them. These solutions are the first steps toward optimizing your data management for long-term success.

1. Collecting reliable data with limited resources

Whether it’s a lack of personnel or budget, many organizations must adapt their data collection strategies because they don’t have enough resources to fully implement them. This usually means their approach needs to be scaled back—or worse, gutted.

As a result, sometimes small internal teams get tasked with channel partner data collection. These teams can struggle to maintain a broad perspective of the program because it’s just a small part of their overall job. 

Solution: Start small and scale up

Focus on tracking the metrics that matter most to your business objectives. This allows you to gather essential partner data without overwhelming your team. As you begin to see positive results, leverage them to gain buy-in for additional resources and gradually grow your data collection efforts.

Solution: Leverage external data-collection experts

Partner with third-party data-collection experts to free up your internal teams so they can focus on their core responsibilities. This gets you better data while also helping prevent burnout.

Benefits of using external data-collection experts

• Gain more value per hour invested than using internal teams
• Can continuously analyze programs, not just when problems arise
• See a wider perspective of overall program performance

2. Working around outdated channel partner program systems

The past decade has brought dramatic shifts in data technology, outpacing the adaptability of many existing systems.

Many legacy systems were designed with a singular focus on functionality, while lacking data analysis tools. As businesses have recognized the value of data-driven decision-making, they’ve tried to retrofit these systems to meet data collection requirements—to mixed results.

This leads to teams struggling to patch their older, limited technology so they can get the data they need without hindering the channel partner experience.

Solution: Assess existing systems

Conduct a comprehensive assessment of your existing systems to identify any gaps between current capabilities and your business intelligence needs. This evaluation should include potential integration challenges and opportunities. A third-party data collection agency can also help with this evaluation if your internal teams feel overwhelmed or aren’t sure what to look for.

Related: Data visualization offers access to key insights

3. Filtering out inconsistent or inaccurate data

Don’t let bad data undermine the value of the insights you gain. Basing decisions on poor-quality data can lead to wasted time and money. Not to mention it leaves a bad impression on channel leaders who were relying on that data. This makes future buy-in for better data collection even more difficult.

Solution: Implement data validation processes

Leverage data cleansing tools to ensure that all information you collect is accurate and reliable. By establishing clear data entry standards, you’ll maintain data consistency across your organization. 

Solution: Set up regular data audits

Schedule periodic audits of your data to identify and correct inaccuracies. Consider also training partners on proper data input techniques to improve overall data quality.

Related: How data fuels a channel incentive program

4. Dealing with channel partner data silos

Disconnected data sources create inefficiencies and limit the effectiveness of your channel partner programs. Integrating these data sources takes a lot of resources, which aren’t always available. If they remain siloed, however, they result in missed opportunities because decisions are made without all the available information.

Solution: Centralize data collection

Creating a single source of truth for all channel partner data can significantly improve accessibility and usability. Consider implementing a data warehousing solution to consolidate information from various sources.

Solution: Foster cross-departmental collaboration

Encourage collaboration and information-sharing practices across teams. Implementing collaborative tools ensures that everyone has access to the same information.

Using data to grow your channel incentive program

Data-backed decision-making is crucial for scaling and futureproofing your incentive programs.

These practical solutions to the most common channel partner data collection challenges enhance your ability to gather accurate data and extract valuable insights from them. The results? Better decision-making. Stronger partner relationships. Measurable impact. Effective data collection strategies are well worth the investment given their long-term success.

Overcoming these data collection challenges is just the start. There’s more you can do to get more from your channel partner data. Learn some of the most effective ways to get and use partner data.