It’s that time of year again. A subset of channel partners is anxiously awaiting receipt of 1099s from their vendors. While diligent partners are well aware of the earnings attained through each of the partner programs in which they participate, there is nothing like an official report or document to validate the numbers.

So while the channel is merging earning figures from their partner relationships, vendors should likewise be focusing on these numbers. Consider the entire partner base, not just those who warrant a 1099 due to their business structure (or lack thereof). Which partners earned the most through your partner program in the past year? To what might that success be attributable? How did they leverage your channel programs and convert that activity to results for both you and them? How will you use any trends uncovered to adjust and expand your programs and/or your relationships with your most active and successful partners?

And about those 1099s, how easy were they to generate? Was all the pertinent data available to you, including recipient identification number (SSN or TIN)? If you work with partners that are not corporations, it is best practice to collect W9 information from all those with whom you do business. Collect W9’s upfront, and keep them current, in advance of a looming IRS deadline. Sophisticated channel partner solutions will include W9 collection and maintenance in their workflow.