Problem: Today, most vendors only incentivize their reseller partners on sales, versus sales behaviors. However, most channel managers know that their best partners are engaged in behaviors that can drive sales, such as lead generation, deal registration and more. So, why not incentivize more than just the end result? Oftentimes, because it’s too complex. According […]
By Dan Hawtof, EVP, Corporate Business Development, Products & Solutions, parago It’s no secret that getting your reseller partners personally invested in selling your products is good for business. But when parago conducted a recent survey of channel marketers, we found that only 52% of vendors are paying incentives directly to their partner sales reps. […]
By Dan Hawtof, VP of Business Solutions, Global Channel, parago Last spring, I hosted a webinar during which I talked about parago’s latest channel marketing survey. One thing our research pointed out was channel marketers’ desire to grow beyond pure sales incentives and start including the behaviors that support sales. But they also told us […]
By Jim Sullivan, Director, Channel Sales, Kaspersky Lab North America It’s no secret that we’re in a highly competitive market in technology sales. It takes more than groundbreaking technology and innovative products to make the channel sales engine operate. Vendors can’t afford to put an incentive or program in place and simply hope for the […]
By Deb Broderson, VP of Engagement Marketing, Perks First, let me say that while there is a science to motivation, we aren’t talking about rocket science. It may not be easy, but with the right planning, inputs, governance and processes in place, you can improve participation rates and achieve the ROI needed to reach your business objectives. Some of […]
Many vendors still are wrapping their heads around the advent of the cloud and managed services. Additionally, organizations are considering how these technological advancements will impact channel operations and end-user demands. Rather than fighting inevitable change, Cisco is evolving. During the annual Channel Partner Summit, which took place June 4-6 in Boston. Cisco executives shared […]
Industry shifts and market changes — such as the continued shift to cloud operations and managed services — also are motivating vendors to rethink their incentive strategies. Rather than implementing short-term initiatives, organizations are honing in on more long-term, loyalty-generating strategies that will contribute to yearly lead gen and sales goals.
Prizes, trips and financial spiffs have become staples as methods of incentivizing partners to meet or exceed sales goals and thresholds. However, with better tracking and benchmarks in place to measure the actual impact on revenue and demand generation, many channel marketers are starting to re-examine short-term incentive programs. In addition, the ongoing Marketing Development […]