Episode 46: SAP Ariba’s Natasha Loeffler-Little on Expediting Partner Time to Revenue

Every vendor wants partners to produce more revenue. The challenge is getting partners onboarded and enabled to sell and support vendors’ products and services. The channel is an important source of revenue for vendors, but not always quick. For many vendors, the onboarding and enablement process can take as long as six months, which delays partners from getting in the field to prospect and sell. Fast partner time to revenue is important because it gives vendor management confidence in the value of the channel program. For channel managers, though, partner time to revenue is a strong indicator of the potential of channel partners. Natasha Loeffler-Little, the head of North America channels at SAP Ariba, joins Pod2112 to talk about the importance and strategies for using partner time to revenue as a leading channel indicator.