---
title: Knowing how much to lift
description: This is a very good summary of an article by 2112 Group but more consideration needs to be given to the opposite viewpoint too? How does a vendor know when a partner could and should be delivering more growth?
image: https://blog.iqblade.com/hubfs/Knowing%20how%20much%20to%20lift.jpg
---

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# Knowing how much to lift

[Ant Young](https://blog.iqblade.com/author/ant-young)

 6 Dec 2016

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This is a very good summary of an article by 2112 Group but more consideration needs to be given to the opposite viewpoint too? How does a vendor know when a partner could and should be delivering *more *growth? 

I remember running a Strategy Workshop with a partner who was growing at 20% with our client (a major vendor). On the face of it, that's always a great performance and our client was more than happy. BUT....the partner was growing at 40% overall and also with the client's biggest competitor. 

Having access to data and insight when doing joint partner planning is essential in knowing what the ideal targets are. I completely agree with the author that this should be done Jointly, face to face and not be a predetermined exercise in offsetting someone's personal goals.

{

Every year, they (vendors) raise the bar on performance expectations. Sometimes, in fact, they go a little overboard. Partners tell us that they don't mind having that bar lifted a little higher each year; the problem arises when it's raised too much and vendors impose unrealistic expectations for growth.

![](https://www.google.com/s2/favicons?domain=www.channelnomics.com) [http://www.channelnomics.com/channelnomics-us/analysis/](https://www.channelnomics.com/channelnomics-us/analysis/3000731/go-ahead-and-raise-that-bar-but-not-too-high)

 

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