The document is a whitepaper from Relayware focusing on indirect channel performance management and optimization. It outlines methodologies for mapping scorecard values to contributions and converting scorecard quadrants into segmentation models. Additionally, it discusses manual scorecarding and analysis related to the indirect channel lifecycle.

1. Collaborate beyond the enterprise
Whitepaper from Relayware
Indirect Channel Performance Management and
Optimization

2. Contents
Performance Management and Optimization 3

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8. Mapping Scorecard Value Against Contribution

9. Mapping Scorecard Value Against Contribution

10. Converting Scorecard Quadrants into a Segmentation Model

11. Manual Scorecarding

12. Manual Scorecarding Analysis: Plotting the 5 C’s
Manual Scorecarding Mapping Results

13. Converting Scorecard Quadrants into a Segmentation Model
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14. The Indirect channel Lifecycle
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16. Collaborate Beyond the Enterprise