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[Infographic] More Effective Channel Incentives

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Today’s partner programs need to be innovative and more engaging than ever. That’s why we recently completed a research study to determine how to drive pre-sales, sales and post-sales behaviors with targeted layered and bundled incentives.

Get the More Effective Channel Incentives: Strategic Programs can Increase Sales infographic now to learn more.

http://www.bhengagement.com/services/channel/

Published in: Marketing
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[Infographic] More Effective Channel Incentives

  1. 1. Let’s face it: Today’s partner programs need to be innovative and more engaging than ever. That’s why we recently completed a research study to determine how to drive pre-sales, sales and post-sales behaviors with targeted, layered and bundled incentives. The results? Today’s channel is all about creating genuine loyalty and engagement that is meaningful for all of your partners — and influencing sales-driving behaviors is the key. 69% of all vendors incent channel partners for meeting sales performance goals, including year-over-year and reach goals less than 40% of vendors offer complex incentives Sales are the endgame, so those are being most richly incented now. But most channel managers know that their best partners are engaged in behaviors that drive sales, such as lead generation, deal registration and more. Today, only 19% of vendors incent both behaviors and sales. Fortunately, new technology now enables more effective and measurable incentive offerings. which types of incentive programs do you have? check all that apply 69% performance goals 53% sales volume 38% bundles complex incentives 38% by profile 19% behavior & sales 2.8 4.3 2.9 3.2 3.1 3.5 2.6 3.5 2.6 3.6 2.7 3.6 2.7 3.7 3.8 3.0 2.8 4.0 3.0 4.0 2.8 4.2 lead gen deal reg business plan create solutions Start by determining your most important partner engagements. too complex to execute 44% not enough staff 33% too complex to communicate 28% not applicable 26% don’t want to run these programs 22% partners won’t participate 3 out of 4 vendors want to run more behavioral incentives, but don’t have the management tools or staff to handle the data. 74% A majority of channel managers understand the benefits of adding behavioral incentives to their partner programs. That’s why it’s time to find a provider that offers: • a platform that can handle flexible attributes • the ability to tie non-sales behaviors to sales • managed services to keep your program operating smoothly • targeted partner-marketing capabilities • full reporting for better insights bhengagement.com/channel • 866.219.7533 © 2015 Blackhawk Engagement Solutions, Inc. All rights reserved. strategic programs can increase sales reading email portal login certification sell outside IT recurring revenue MDF incentives how important is each of these partner strategies? 1 = not important; 5 = extremely important how successful are you at each of these partner strategies? 1 = not successful; 5 = extremely successful There is a wide gap between the most important partner engagement strategies and how successful you are at doing them. Then, focus your incentives on successfully driving these behaviors. more effective channel incentives current focus: sales performance the gap between strategy and execution are behavioral incentives out of reach? your future: incent behaviors and sales 44% why are you not offering more behavioral incentives? check all that apply

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