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 […]
Although incentive program performance is considered vital to channel program success, the majority of companies are not up to par in their measurement, according to findings from a survey of senior channel sales and marketing executives. The survey, conducted by Channelinsight, revealed merely 33% of survey respondents stating they are somewhat or very satisfied with […]