Brief Overview

  • Channelscaler has introduced a partner program benchmarking tool designed to help vendors assess the performance of their channel ecosystems. The Scaler Index offers benchmarks for deal registration and closure, enabling measurement of added value, as announced by the partner relationship management (PRM) platform provider on Thursday.
  • According to the inaugural Scaler Index report published Thursday, partner-led deal closure rates nearly tripled, and the value of closed registered deals increased more than eightfold over a three-year period. Channelscaler analyzed data from over 30,000 partners operating in vendor programs on its PRM platform between 2016 and 2025.
  • “Partner leaders struggle with proving their value, especially internally,” said Pam Erlichman, SVP of marketing at Channelscaler, in an interview with Channel Dive. “What we are trying to do is give them an overview of their partner landscape along with the insights and the data to show what good looks like across the broader ecosystem.”

In-Depth Analysis

As vendors increasingly incorporate channel programs into their broader go-to-market strategies, they evaluate returns through a comprehensive lens that includes deals, revenue, and—more frequently—customer outcomes linked to partner activities.

For instance, cybersecurity platform provider Qualys reported a 22% year-over-year increase in partner-led revenue during the second quarter of fiscal year 2026, as stated by CFO Joo Mi Kim during an Aug. 6 earnings call. In the same quarter, AvePoint added a record number of small and midsize businesses to its customer base, a growth that CFO Jim Caci attributed largely to MSP partners.

Channelscaler aims to provide its platform clients with enhanced visibility into metrics that connect partner performance to training, credentialing, market development funds (MDF), and other program benefits. The company initially concentrated on partner deal notifications, which continued to accelerate after tripling during a client's first year on the platform.

While the current index does not isolate the factors driving deal registrations, it indicates that growth gains momentum beyond the initial year of platform adoption.

“There’s a three-year maturation curve from when you move to automation,” Erlichman explained. “The broader executive team may want to launch a partner program and have it blow up overnight. This gives them a baseline for understanding how these programs mature and what to expect over time.”

Channelscaler has been expanding its ecosystem around the platform. In June, the company launched a partner program for independent software vendors and consulting firms to foster multi-party go-to-market strategies. Earlier this month, the Channelscaler PRM and partner automation platform was listed on Microsoft’s cloud marketplace, allowing clients to subscribe using their existing Azure spending credits.

According to Erlichman, the next phase for the Scaler Index will involve expanding its scope.

“What we are going to launch next is looking at engagement metrics, and then we’re going to include MDF support and rebates and other factors affecting customer engagement and partner pipelines,” Erlichman said.