Many kinds of companies obtain a substantial portion of their revenues from sales made by independent channel partners. Because of the importance of indirect channel revenues, these companies have long used a variety of tactics and programs to increase the revenues produced by their partners. Over the past several years, channel vendors have been implementing technologies to enhance the marketing capabilities of their channel partners. Until recently, however, far less attention has been given to increasing the productivity of channel partner sales reps. This lack of attention has created an “enablement gap” that a growing number of channel vendors are now beginning to address.