A channel incentive campaign offers channel partners something that motivates, rouses, or encourages specific behavior. Often focused on a specific product or within a finite time period, the incentive itself comes in the form of a bonus or reward, often monetary or other benefit in kind. A well executed channel incentive program creates a virtuous circle in which both channel partner and vendor are motivated to collaborate to attain improved performance and achieve pre-defined goals.
Effectively managing channel incentives to drive partner behavior and program...Zyme - An E2open Company
As channel incentives programs offered by product manufacturers to channel partners get increasingly more complex, it has become even more challenging than before to drive partner participation, influence partner behavior, and measure data-backed ROI of the programs.
View these slides from a webinar featuring SiriusDecisions, Western Digital and Zyme to learn about the current state of channel incentives programs, and how leading companies are aligning their incentives programs to drive greater channel sales while reducing their channel investment.
Zyme offers zymeIncentives - one of the most comprehensive, data-driven incentives solution in the industry – for leading technology manufacturing companies to seamlessly manage their incentives programs. Some of the key competitive advantages offered by zymeIncentives to manufacturers are:
User-defined Innovative program definitions
Leverage Zyme’s proprietary TruePay engine
Comprehensive portfolio of capabilities to manage various incentives programs
End to end visibility
Redefining Channel Programs, Solving Key Challenges in Current Channel Initiatives Case Studies from 700+ corporate clients including Amazon, Pepsico, Cadbury etc
Partner relationships are the bedrock of a successful channel sales model. However, sometimes partner relationship management can seem like an icy road where you skid at every step. Watch this presentation to discover ways to boost partner engagement.
Keys To Building A Winning Partner Enablement Strategyhawkeye Channel
Tasked with the constant need to identify, prioritize, target, invest, and measure the performance of your partners? Transform your channel by effectively enabling your partners. Explore key strategies in this insightful presentation.
Over the past couple of decades, two major channel management automation platforms have attracted widespread attention: partner relationship management (PRM) automation and partner marketing management (PMM) automation. However, the most important area in channel automation—an area that has been neglected and remains a major opportunity—is partner sales enablement or partner sales management.
Effectively managing channel incentives to drive partner behavior and program...Zyme - An E2open Company
As channel incentives programs offered by product manufacturers to channel partners get increasingly more complex, it has become even more challenging than before to drive partner participation, influence partner behavior, and measure data-backed ROI of the programs.
View these slides from a webinar featuring SiriusDecisions, Western Digital and Zyme to learn about the current state of channel incentives programs, and how leading companies are aligning their incentives programs to drive greater channel sales while reducing their channel investment.
Zyme offers zymeIncentives - one of the most comprehensive, data-driven incentives solution in the industry – for leading technology manufacturing companies to seamlessly manage their incentives programs. Some of the key competitive advantages offered by zymeIncentives to manufacturers are:
User-defined Innovative program definitions
Leverage Zyme’s proprietary TruePay engine
Comprehensive portfolio of capabilities to manage various incentives programs
End to end visibility
Redefining Channel Programs, Solving Key Challenges in Current Channel Initiatives Case Studies from 700+ corporate clients including Amazon, Pepsico, Cadbury etc
Partner relationships are the bedrock of a successful channel sales model. However, sometimes partner relationship management can seem like an icy road where you skid at every step. Watch this presentation to discover ways to boost partner engagement.
Keys To Building A Winning Partner Enablement Strategyhawkeye Channel
Tasked with the constant need to identify, prioritize, target, invest, and measure the performance of your partners? Transform your channel by effectively enabling your partners. Explore key strategies in this insightful presentation.
Over the past couple of decades, two major channel management automation platforms have attracted widespread attention: partner relationship management (PRM) automation and partner marketing management (PMM) automation. However, the most important area in channel automation—an area that has been neglected and remains a major opportunity—is partner sales enablement or partner sales management.
60 Minute Crash Course on Channel Management2Checkout
Discover all you need to know about designing and managing an effective software reseller network. Our experts: Casey Potenzone (VP, US Sales, Avangate) and Ken Beam (President / Founder, The VAR-City) presented what it takes to lay the foundations for a successful network and the latest tools and technologies for channel management and growth and revealed how you can focus your channel efforts and strategy on generating revenue by automating or eliminating inefficient, operational processes.
Showcase sales objectives and strategies to your sales team using professionally designed content-ready Sales Playbook PowerPoint Presentation Slides. Let your sales team learn the nitty gritty of marketing and sales techniques. Enhance their marketing skills with the help of sales playbook PPT templates. Train salespeople about the methodologies, customer’s buying behavior and process, engagement experience and so on. This sales playbook PowerPoint presentation slideshow will teach your team the ways to clinch the deal. It has innovatively designed PowerPoint templates such as our customers, ideal customer profile, value proposition, customer journey mapping, buying/ sales process and content & sales tools. This complete presentation is customizable. You can make changes to the templates as per your convenience. Edit color, text, icon and font size as per your need. Add or delete content from the templates if needed. Download this easy-to-understand sales playbook PowerPoint presentation to improve sales. Cut down the anticipation with our Sales Playbook Powerpoint Presentation Slides. Get it completed before expected.
Key Elements of Successful Partner EngagementTTech
Here we discuss few essential tips to bear in mind when formulating and executing a channel partner programs. These tips can guarantee success if followed religiously. In Channel marketing, it is imperative to build and maintain partner engagement. In order to ensure the success of all the parties/partners involved, effective partner communication and engagement is pivotal.
For further information, check out our blog: http://www.triad01.com/blogs/key-elements-of-successful-partner-engagement.php
Slides used on November 17th, 2016 during webinar "Sales Partner Management for better Partner Engagement"
http://www.tenegopartnering.com/resource/partner-management
In this webinar, you will learn:
● What is Partner Management and why it's needed
● What are the key components of Partner Management
● How to understand your partner - What are the categories for Partner Fit
● Different scenarios and levels of Partner Management
● How to improve Partner Engagement
● Partner Management Function inside the enterprise
The Strategic Role of the Partner Development ManagerAmazon Consulting
As the solution provider's business model has evolved, it has required the role of the central partner-facing resource, namely the Channel Sales Manager, to change dramatically to accommodate and support the new partner models. But what is the channel manager profile that has the talent and acumen to handle this demand?
Sales leader Derek Draper shares the Stage Management Guide that boosted his team's performance metrics across the board. Read the rest of the story on First Round Review: http://firstround.com/review/this-sales-plan-moves-the-needle-on-every-success-metric/
14 steps to build a professional reseller partner programDaniel Nilsson
Learn how to sell and promote your product / solution efficiently through a reseller partner network. The presentation gives you 14 detailed steps on how to build your own professional reseller partner program including tips and tools.
I created this presentation after doing extensive research on how to create professional partner programs. The data I have reviewed are from marketing experts, Gartner, reports, vendors and my own personal experience building several global partner programs.
The purpose of the presentation is to share my conclusions on how to build a successful partner program that works for any type of organization.
Please feel welcome to share your thoughts, insights or comments. I love feedback. You can send an email to info@daniel-one.com or visit my webpage www.daniel-one.com. I look forward to hear from you.
Some pictures can be a bit blurry when you view the presentation directly from the web. To see a high quality version of the presentation simply download it. If you have any questions please don't hesitate to contact me at www.daniel-one.com
Best Practices for Channel Incentive ProgramsChannelinsight
Our purpose here is to examine channel incentive programs for best practices. What types of programs are manufacturers and
vendors using today? Which programs do channel partners respond to, and why? How do you measure success? How can
programs be improved? We’ll answer these questions and more,
drawing on experience and research conducted with practitioners who derive a majority of their income from the channel.
Why Product-Led Growth is the most effective GTM strategyMickey Alon
Product-led growth is a strategy that relies on features and usage as primary drivers for customer acquisition, retention and expansion. Mastering growth is an iterative process that involves measurements, user engagements and experimentation.
An agency-partner program development strategyAlex Glenn
The full video and links:
https://partnerprograms.io/resources/a-partnerships-strategy-discussion-for-technology-seeking-better-agency-alignments/
This presentation is meant to show partner teams working strategies for new partner acquisition and enablement in two separate stages.
What will your team learn from this presentation?
This presentation will help your team understand why “going into business” with agencies who have tremendous client loyalty is the best strategy to grow in this channel. This does not mean targeting the largest agencies, and we’ll explain a bit why in section 2.
Contents:
Background: The background will help everyone understand what types of agency-partnerships are on the table, how Partnerprograms operates, who we suggest targeting, and how these agencies like to work with technology.
Part 1: Data review – This next section is very important for all teams because it articulates some interesting facts correlating agency size to partnership value, and what the real pain points of these agency partners.
Part 2: Finding “Program-Market Fit” – This is a great section for anyone new to agency partnerships strategy because we show you what to look for and how to go about initial program viability testing.
Part 3: Choosing a tech stack – Whether you are strapped and budgetless, or ready to scale your program, you will need some tools for partner tracking, enablement and maybe a frontend directory. This section is our recommended partner tech stack for growing programs.
Part 4: Optimizing an established partner program – This section is for programs with multiple active partners for technology/integrations, as well as agencies. We discuss a strategy for generating more revenue with who you have.
Everyone has a creative potential! Yes that's right. We all have the innate capacity for creative activity. ZaVue Solutions deals with providing novel business ideas and an opportunity to do online writing to earn a good amount in your lives.
Website: http://zavuesolutions.com/
Like and share our Facebook page to get updates;
https://www.facebook.com/zavuesolutions/
60 Minute Crash Course on Channel Management2Checkout
Discover all you need to know about designing and managing an effective software reseller network. Our experts: Casey Potenzone (VP, US Sales, Avangate) and Ken Beam (President / Founder, The VAR-City) presented what it takes to lay the foundations for a successful network and the latest tools and technologies for channel management and growth and revealed how you can focus your channel efforts and strategy on generating revenue by automating or eliminating inefficient, operational processes.
Showcase sales objectives and strategies to your sales team using professionally designed content-ready Sales Playbook PowerPoint Presentation Slides. Let your sales team learn the nitty gritty of marketing and sales techniques. Enhance their marketing skills with the help of sales playbook PPT templates. Train salespeople about the methodologies, customer’s buying behavior and process, engagement experience and so on. This sales playbook PowerPoint presentation slideshow will teach your team the ways to clinch the deal. It has innovatively designed PowerPoint templates such as our customers, ideal customer profile, value proposition, customer journey mapping, buying/ sales process and content & sales tools. This complete presentation is customizable. You can make changes to the templates as per your convenience. Edit color, text, icon and font size as per your need. Add or delete content from the templates if needed. Download this easy-to-understand sales playbook PowerPoint presentation to improve sales. Cut down the anticipation with our Sales Playbook Powerpoint Presentation Slides. Get it completed before expected.
Key Elements of Successful Partner EngagementTTech
Here we discuss few essential tips to bear in mind when formulating and executing a channel partner programs. These tips can guarantee success if followed religiously. In Channel marketing, it is imperative to build and maintain partner engagement. In order to ensure the success of all the parties/partners involved, effective partner communication and engagement is pivotal.
For further information, check out our blog: http://www.triad01.com/blogs/key-elements-of-successful-partner-engagement.php
Slides used on November 17th, 2016 during webinar "Sales Partner Management for better Partner Engagement"
http://www.tenegopartnering.com/resource/partner-management
In this webinar, you will learn:
● What is Partner Management and why it's needed
● What are the key components of Partner Management
● How to understand your partner - What are the categories for Partner Fit
● Different scenarios and levels of Partner Management
● How to improve Partner Engagement
● Partner Management Function inside the enterprise
The Strategic Role of the Partner Development ManagerAmazon Consulting
As the solution provider's business model has evolved, it has required the role of the central partner-facing resource, namely the Channel Sales Manager, to change dramatically to accommodate and support the new partner models. But what is the channel manager profile that has the talent and acumen to handle this demand?
Sales leader Derek Draper shares the Stage Management Guide that boosted his team's performance metrics across the board. Read the rest of the story on First Round Review: http://firstround.com/review/this-sales-plan-moves-the-needle-on-every-success-metric/
14 steps to build a professional reseller partner programDaniel Nilsson
Learn how to sell and promote your product / solution efficiently through a reseller partner network. The presentation gives you 14 detailed steps on how to build your own professional reseller partner program including tips and tools.
I created this presentation after doing extensive research on how to create professional partner programs. The data I have reviewed are from marketing experts, Gartner, reports, vendors and my own personal experience building several global partner programs.
The purpose of the presentation is to share my conclusions on how to build a successful partner program that works for any type of organization.
Please feel welcome to share your thoughts, insights or comments. I love feedback. You can send an email to info@daniel-one.com or visit my webpage www.daniel-one.com. I look forward to hear from you.
Some pictures can be a bit blurry when you view the presentation directly from the web. To see a high quality version of the presentation simply download it. If you have any questions please don't hesitate to contact me at www.daniel-one.com
Best Practices for Channel Incentive ProgramsChannelinsight
Our purpose here is to examine channel incentive programs for best practices. What types of programs are manufacturers and
vendors using today? Which programs do channel partners respond to, and why? How do you measure success? How can
programs be improved? We’ll answer these questions and more,
drawing on experience and research conducted with practitioners who derive a majority of their income from the channel.
Why Product-Led Growth is the most effective GTM strategyMickey Alon
Product-led growth is a strategy that relies on features and usage as primary drivers for customer acquisition, retention and expansion. Mastering growth is an iterative process that involves measurements, user engagements and experimentation.
An agency-partner program development strategyAlex Glenn
The full video and links:
https://partnerprograms.io/resources/a-partnerships-strategy-discussion-for-technology-seeking-better-agency-alignments/
This presentation is meant to show partner teams working strategies for new partner acquisition and enablement in two separate stages.
What will your team learn from this presentation?
This presentation will help your team understand why “going into business” with agencies who have tremendous client loyalty is the best strategy to grow in this channel. This does not mean targeting the largest agencies, and we’ll explain a bit why in section 2.
Contents:
Background: The background will help everyone understand what types of agency-partnerships are on the table, how Partnerprograms operates, who we suggest targeting, and how these agencies like to work with technology.
Part 1: Data review – This next section is very important for all teams because it articulates some interesting facts correlating agency size to partnership value, and what the real pain points of these agency partners.
Part 2: Finding “Program-Market Fit” – This is a great section for anyone new to agency partnerships strategy because we show you what to look for and how to go about initial program viability testing.
Part 3: Choosing a tech stack – Whether you are strapped and budgetless, or ready to scale your program, you will need some tools for partner tracking, enablement and maybe a frontend directory. This section is our recommended partner tech stack for growing programs.
Part 4: Optimizing an established partner program – This section is for programs with multiple active partners for technology/integrations, as well as agencies. We discuss a strategy for generating more revenue with who you have.
Everyone has a creative potential! Yes that's right. We all have the innate capacity for creative activity. ZaVue Solutions deals with providing novel business ideas and an opportunity to do online writing to earn a good amount in your lives.
Website: http://zavuesolutions.com/
Like and share our Facebook page to get updates;
https://www.facebook.com/zavuesolutions/
Distribution channels marketing management pptGanesh Asokan
Distribution channels - their Nature and importance of channels, Channel behavior & organization, Channel design decisions and Channel Management decisions.
Presentation done by the management students of D.G Vaishnav school of management for marketing internals..
Marketers relying on indirect channels undertake unique challenges to capture partner mindshare and maintain sales velocity throughout their demand chain. A comprehensive incentive strategy can help overcome these challenges. This eBook presents some of the practices to follow, and pitfalls to avoid, to ensure an efficient and effective incentive strategy throughout your demand chain.
Top 11 Dealer Incentive Program Ideas for 2023.pdfRewardPort
A dealer incentive program encourages your channel partners, distributors, and resellers to adopt specific behaviours. The program should reward them with worthwhile incentives for acting as per the need of the business from time to time.
Depending on your market, channel partners can take on a variety of forms and come from a variety of industries. They may be distributors, resellers, independent retailers, affiliates, or even value-added service providers. Consider using channel partner software to make locating them simpler.
In essence, anyone who markets your brand but does not actively support your company can be a partner. Through channel partner programmes, you can most effectively make sure that they are elevating your brand above the competition.
How Customised Channel Loyalty Programs are benefiting the brands.pdfRewardPort
Discover the game-changing impact of personalized channel loyalty programs on brands! From fostering customer engagement to boosting brand loyalty, explore how tailored strategies are reshaping the marketing landscape.
Advanced Loyalty Trends to Establish Long-Lasting Customer Relationships in 2024Epixel MLM Software
The widespread presence of loyalty programs in several industries highlights their crucial function in cultivating brand loyalty. Businesses that engage in direct selling go beyond simply selling goods; they are committed to giving their customers memorable and engaging experiences. Direct selling companies are preparing to launch advanced loyalty programs that transcend transactional aspects in order to establish long-lasting relationships with their clientele in the cutthroat market of 2024.
Different types of experiential rewards to elevate loyalty experience
Experiential rewards come in a variety of formats for direct selling companies. These incentives have the potential to improve customers' loyalty experiences. Experiential rewards have a longer-lasting impact on customers than monetary savings since they create a lasting impression.
Rewards based on privileges
Rewards based on privileges will be the first important path we study. This is to give your clients a feeling of exclusivity and distinction. Make an effort to get them first access to your most recent line of products.
Unique community gathering
Create a special community gathering for your valued customers. They will be able to gather and discuss their interactions with the brand here. A dinner event, a seasonal brunch, or the debut of an exclusive product could all be examples of this kind of get-together. The main goal is to unite members in order to build new relationships and promote harmony within the community.
Companies today are more dependent than ever on partners as their extended sales and support teams. For these companies, building and managing a channel ecosystem is critical. This raises the stakes around channel management. It is not enough to seek operational excellence from your partner efforts. You must seek competitive advantage.
Follow five channel management disciplines to make this happen.
How to Audit Your Loyalty Marketing StrategiesSallie Burnett
Consumers have so many choices in the world and generally edit their possibilities and maintain their own manageable menu of brands they trust. These brands are said to be in the “inner circle”. The inner circle is like your favorites or bookmark list on your computer. In our age of information and global competition, companies are looking to loyalty programs to put themselves in the customer’s inner circle.
So how can you strengthen the customer’s connection with the brand and putt you in the customers inner circle of favorite brands? Find out in this new complimentary white paper by Customer Insight Group, Inc.
Retaining & nurturing customers (Igniter breakfast seminar, 2008)Paul Roberts
The summary notes from a breakfast seminar I presented in 2008, on how to identify, engage and delight customers.
Presenting my '3 lens' model for retaining and growing the value of your existing customers, it includes case study examples for successful companies and clients.
The seminar was attended by people from several industries, including sport and banking.
How to Level Up Your Channel Loyalty Program and Deepen Partner Relationships...RewardPort
In today’s business landscape, channel loyalty programs play a crucial role in keeping partners engaged and motivated to sell your products. However, as the competition grows, it’s important to continuously evaluate and improve these programs to ensure they are effectively incentivizing and rewarding your partners.
7 Reasons to Have a Continuous Loyalty Program for Your Business.pdfRewardPort
A continuous loyalty program is a marketing strategy that rewards customers for their loyalty to a particular business by offering them incentives and perks for making repeat purchases or engaging in other actions that benefit the company.
Cracking the Workplace Discipline Code Main.pptxWorkforce Group
Cultivating and maintaining discipline within teams is a critical differentiator for successful organisations.
Forward-thinking leaders and business managers understand the impact that discipline has on organisational success. A disciplined workforce operates with clarity, focus, and a shared understanding of expectations, ultimately driving better results, optimising productivity, and facilitating seamless collaboration.
Although discipline is not a one-size-fits-all approach, it can help create a work environment that encourages personal growth and accountability rather than solely relying on punitive measures.
In this deck, you will learn the significance of workplace discipline for organisational success. You’ll also learn
• Four (4) workplace discipline methods you should consider
• The best and most practical approach to implementing workplace discipline.
• Three (3) key tips to maintain a disciplined workplace.
Memorandum Of Association Constitution of Company.pptseri bangash
www.seribangash.com
A Memorandum of Association (MOA) is a legal document that outlines the fundamental principles and objectives upon which a company operates. It serves as the company's charter or constitution and defines the scope of its activities. Here's a detailed note on the MOA:
Contents of Memorandum of Association:
Name Clause: This clause states the name of the company, which should end with words like "Limited" or "Ltd." for a public limited company and "Private Limited" or "Pvt. Ltd." for a private limited company.
https://seribangash.com/article-of-association-is-legal-doc-of-company/
Registered Office Clause: It specifies the location where the company's registered office is situated. This office is where all official communications and notices are sent.
Objective Clause: This clause delineates the main objectives for which the company is formed. It's important to define these objectives clearly, as the company cannot undertake activities beyond those mentioned in this clause.
www.seribangash.com
Liability Clause: It outlines the extent of liability of the company's members. In the case of companies limited by shares, the liability of members is limited to the amount unpaid on their shares. For companies limited by guarantee, members' liability is limited to the amount they undertake to contribute if the company is wound up.
https://seribangash.com/promotors-is-person-conceived-formation-company/
Capital Clause: This clause specifies the authorized capital of the company, i.e., the maximum amount of share capital the company is authorized to issue. It also mentions the division of this capital into shares and their respective nominal value.
Association Clause: It simply states that the subscribers wish to form a company and agree to become members of it, in accordance with the terms of the MOA.
Importance of Memorandum of Association:
Legal Requirement: The MOA is a legal requirement for the formation of a company. It must be filed with the Registrar of Companies during the incorporation process.
Constitutional Document: It serves as the company's constitutional document, defining its scope, powers, and limitations.
Protection of Members: It protects the interests of the company's members by clearly defining the objectives and limiting their liability.
External Communication: It provides clarity to external parties, such as investors, creditors, and regulatory authorities, regarding the company's objectives and powers.
https://seribangash.com/difference-public-and-private-company-law/
Binding Authority: The company and its members are bound by the provisions of the MOA. Any action taken beyond its scope may be considered ultra vires (beyond the powers) of the company and therefore void.
Amendment of MOA:
While the MOA lays down the company's fundamental principles, it is not entirely immutable. It can be amended, but only under specific circumstances and in compliance with legal procedures. Amendments typically require shareholder
VAT Registration Outlined In UAE: Benefits and Requirementsuae taxgpt
Vat Registration is a legal obligation for businesses meeting the threshold requirement, helping companies avoid fines and ramifications. Contact now!
https://viralsocialtrends.com/vat-registration-outlined-in-uae/
Premium MEAN Stack Development Solutions for Modern BusinessesSynapseIndia
Stay ahead of the curve with our premium MEAN Stack Development Solutions. Our expert developers utilize MongoDB, Express.js, AngularJS, and Node.js to create modern and responsive web applications. Trust us for cutting-edge solutions that drive your business growth and success.
Know more: https://www.synapseindia.com/technology/mean-stack-development-company.html
Tata Group Dials Taiwan for Its Chipmaking Ambition in Gujarat’s DholeraAvirahi City Dholera
The Tata Group, a titan of Indian industry, is making waves with its advanced talks with Taiwanese chipmakers Powerchip Semiconductor Manufacturing Corporation (PSMC) and UMC Group. The goal? Establishing a cutting-edge semiconductor fabrication unit (fab) in Dholera, Gujarat. This isn’t just any project; it’s a potential game changer for India’s chipmaking aspirations and a boon for investors seeking promising residential projects in dholera sir.
Visit : https://www.avirahi.com/blog/tata-group-dials-taiwan-for-its-chipmaking-ambition-in-gujarats-dholera/
[Note: This is a partial preview. To download this presentation, visit:
https://www.oeconsulting.com.sg/training-presentations]
Sustainability has become an increasingly critical topic as the world recognizes the need to protect our planet and its resources for future generations. Sustainability means meeting our current needs without compromising the ability of future generations to meet theirs. It involves long-term planning and consideration of the consequences of our actions. The goal is to create strategies that ensure the long-term viability of People, Planet, and Profit.
Leading companies such as Nike, Toyota, and Siemens are prioritizing sustainable innovation in their business models, setting an example for others to follow. In this Sustainability training presentation, you will learn key concepts, principles, and practices of sustainability applicable across industries. This training aims to create awareness and educate employees, senior executives, consultants, and other key stakeholders, including investors, policymakers, and supply chain partners, on the importance and implementation of sustainability.
LEARNING OBJECTIVES
1. Develop a comprehensive understanding of the fundamental principles and concepts that form the foundation of sustainability within corporate environments.
2. Explore the sustainability implementation model, focusing on effective measures and reporting strategies to track and communicate sustainability efforts.
3. Identify and define best practices and critical success factors essential for achieving sustainability goals within organizations.
CONTENTS
1. Introduction and Key Concepts of Sustainability
2. Principles and Practices of Sustainability
3. Measures and Reporting in Sustainability
4. Sustainability Implementation & Best Practices
To download the complete presentation, visit: https://www.oeconsulting.com.sg/training-presentations
Affordable Stationery Printing Services in Jaipur | Navpack n PrintNavpack & Print
Looking for professional printing services in Jaipur? Navpack n Print offers high-quality and affordable stationery printing for all your business needs. Stand out with custom stationery designs and fast turnaround times. Contact us today for a quote!
3.0 Project 2_ Developing My Brand Identity Kit.pptxtanyjahb
A personal brand exploration presentation summarizes an individual's unique qualities and goals, covering strengths, values, passions, and target audience. It helps individuals understand what makes them stand out, their desired image, and how they aim to achieve it.
Discover the innovative and creative projects that highlight my journey throu...dylandmeas
Discover the innovative and creative projects that highlight my journey through Full Sail University. Below, you’ll find a collection of my work showcasing my skills and expertise in digital marketing, event planning, and media production.
Buy Verified PayPal Account | Buy Google 5 Star Reviewsusawebmarket
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Digital Transformation and IT Strategy Toolkit and TemplatesAurelien Domont, MBA
This Digital Transformation and IT Strategy Toolkit was created by ex-McKinsey, Deloitte and BCG Management Consultants, after more than 5,000 hours of work. It is considered the world's best & most comprehensive Digital Transformation and IT Strategy Toolkit. It includes all the Frameworks, Best Practices & Templates required to successfully undertake the Digital Transformation of your organization and define a robust IT Strategy.
Editable Toolkit to help you reuse our content: 700 Powerpoint slides | 35 Excel sheets | 84 minutes of Video training
This PowerPoint presentation is only a small preview of our Toolkits. For more details, visit www.domontconsulting.com
Digital Transformation and IT Strategy Toolkit and Templates
Channel Incentives And Loyalty Programs
1. A Whitepaper from the World’s Leading PRM Specialists, Foundation Network 1
Channel Incentives and Loyalty Programs
What is a Channel Incentive Campaign?
A channel incentive campaign offers channel partners something that motivates, rouses,
or encourages specific behavior. Often focused on a specific product or within a finite time
period, the incentive itself comes in the form of a bonus or reward, often monetary or other
benefit in kind. A well executed channel incentive program creates a virtuous circle in which
both channel partner and vendor are motivated to collaborate to attain improved performance
and achieve pre-defined goals.
• Sell frequently and/or in volume
Partner Channel • Have influence over the technology purchasing
redeems points partners choices of their customer
for rewards make sales
or cash • Afford their sales people a high degree of autonomy
in their choice of product portfolio
What is a Channel Loyalty Program?
Vendor
engages in ongoing A channel loyalty program offers channel partners
incentive program something that encourages ongoing faithfulness to the
Vendor Channel
promotion vendor’s brand. Loyalty programs typically operate over
awards partners
points or register sales longer periods or indefinitely and reward repeat sales of
cash with vendor the vendor’s products. Whilst they can reward individuals
with rewards in a similar way to incentives, the rewards
Vendor
are more often accumulative and those directed at the
validates
sales against organization tend to reward investment and expressions
recorded of commitment in kind.
sales data
Who Are Channel Loyalty Programs For?
Fig 1. The Channel Incentive Program Virtuous Circle
Again, channel loyalty programs are not suitable for
every vendor or every situation. From the vendors
Who Are Channel Incentive Campaigns For? perspective, good candidates are vendors who:
Channel incentive programs are not suitable for • Want to reward partner loyalty
every vendor or every situation and if inappropriately • Suffer from poor partner loyalty
employed, they can be at best ineffective and at worst • Want to reward partner investment and commitment
detrimental to the sales effort and very costly. From the
• Enjoy a more mature or intimate relationship with
vendors perspective, good candidates are vendors who:
their partners
• Want to drive a certain kind of behavior
Similarly, loyalty programs are not effective with all
• Have the need to implement short-term tactical channel partners. Good candidates are partners who:
incentives or promotions
• Respond well to strategic loyalty programs
• Suffer from poor partner loyalty
• Have a desire to minimize the number of vendors
• Have mature products well into their product lifecycle product lines carried
Similarly, incentives are not effective with all channel • Have a desire to specialize in a limited number of
partners. Good candidates are partners who: technologies or solutions
• Respond well to tactical incentives or promotions • Have influence over the technology purchasing
• Have a choice of vendor in the vendor’s product choices of their customer
category • Afford their sales people a high degree of autonomy
• Have no affinity to any particular brand in their choice of product portfolio
2. A Whitepaper from the World’s Leading PRM Specialists, Foundation Network 2
Why Implement Incentives or Loyalty Programs? consistently or else put their job at risk. What is
Sales people sell for many reasons; their innate more, you manage them, you direct their actions and
competitiveness, their desire to be the best, a need to therefore their performance is itself a direct result of the
gain approval from their management and peers and effectiveness of your own management.
their appetite for career advancement all play a part. But can these principles be applied to the motivation of
But by far the greatest driver of sales activity is financial an indirect channel where none of these latter conditions
compensation and benefits. Hence when a vendor apply? Well it is certainly the case that unless you are a
employs a direct sales force, motivation is a relatively market leader, channel management by coercion does
straightforward affair: not work. And if you are a market leader, such coercion
• Pay a competitive salary can only apply to the partner’s business – not their
• Pay attractive rates of commission on sales individual sales people. For example, you may penalize a
partner’s business by offering less discount and therefore
• Offer a compelling package of benefits to the sales
less margin should they fail to meet your accreditation
person and their family
criteria. But this penalty may not be felt by the individual
But there are also several other less tangible sources of
sales person at all and if it is, faced with weaker margins
motivation:
and less competitive pricing, the sales person will often
• Provide them with desirable high quality products that sell a more attractive competitive product instead.
offer competitive benefits
Hence, channel sales people must be motivated and
• Generate demand and channel it to them in the form incentivized to sell your products especially when, as is
of sales leads most often the case, competitive products are available
• Own a strong brand behind which they can feel some for them to sell. It goes without saying that partner sales
sense of pride to unite or at least form a positive people are just as motivated by money as your own but
personal attachment you have little or no influence over what they are paid
• Provide them with the sales tools and resources or how they are compensated. Interestingly however, if
necessary for them to do their job we review the list of less tangible motivators above, we
• Minimize bureaucracy and red tape in order to be an can see a direct correlation between the needs of direct
easy company in which to operate and indirect sales people from the vendor. It is through
• Celebrate and reward success addressing these that you will have more success in
• Be seen to reward performers and punish persistent winning over your channel sales people.
failures
Implementing a Loyalty Program
• Be prepared to offer additional incentives when the
I have a British Airways Gold Executive Club Card and
business requires its sales people to go the extra mile
(sadly) I’m proud of it. When I’m close to losing it, I have
been known to go to extraordinary lengths to make up
my annual points total. And when BA are having a slow
Sales people sell for many reasons; their innate quarter, I often help them out by taking them up on
their offers of double points or free upgrades. I don’t fly
competitiveness, their desire to be the best, a need to with any other airline unless there is no alternative and
gain approval from their management and peers and I do all this because of a plastic card and a free cup of
their appetite for career advancement all play a part. coffee on a comfortable chair. But then deep down, I’m
a sales person and I respond well to loyalty programs
But by far the greatest driver of sales activity is financial and incentives.
compensation and benefits. Loyalty programs are by definition strategic. In other
words, such a program lasts for a long time or perhaps
indefinitely and sets out to reward partners who are
consistently loyal to your brand or product range over
There are, of course many more but I would guess
time. There are a variety of different models but most
that these are common to most vendors. What is also
consist of two components:
common is that direct sales people have a contractual
1. Rewards for the organization
obligation to sell on your behalf and yours alone. They
are also obliged to meet your performance targets 2. Rewards for the individual
3. A Whitepaper from the World’s Leading PRM Specialists, Foundation Network 3
Hence, I have seen MDF programs mature in their
sophistication to become channel strategic development
Personal funds – supporting the development and evolution of a
Rewards vendor’s channel – not their bottom line!
Long-Term
Loyalty
Company
Rewards
Fig 2. Building Long-Term Loyalty
Fig 3. Sony’s ‘Sony Rewards’ Program Rewards Loyalty and
Rewarding the Organization Supports Tactical Incentives
Loyal partner organizations often demonstrate their
loyalty by making investments likely to generate or If appropriate, accreditation programs can also play a
support the generation of sales of a vendors products: part. If well implemented and managed, such schemes
• Skilled manpower can provide additional rewards to the organization in
recognition of investments made as above. But as we
• Infrastructure
will discuss later, accreditation programs must stand for
• Facilities
more than a plaque on the wall in reception. They must
• Training be promoted actively by the vendor to their customers
• Support capabilities and they must attract additional benefits for the partner
• Demonstration equipment in terms of preferential access to pricing and pricing
• Marketing activities support, sales and marketing collaboration, tools,
In the not too distant past, vendors would often reward resources and of course sales leads.
owners or principles of such loyal partners with personal Rewarding the Individual
gifts or other rewards – some still do. Such practices are Programs aimed at the individual (typically) sales person
frowned upon today and are in any case of questionable often reward sales with points and points with rewards
legality and of limited long-term benefit. of some sort based upon recorded sales:
We are all familiar with the proverb “If you give a • Gift catalogues
starving man a fish, you feed him for a day. If you teach • Vouchers with a monetary value
him how to fish he can feed himself for life.”The same • Vouchers for goods or services
rule applies to rewarding channel loyalty. Linkage of
• Credit or debit card accounts
traditional co-op (MDF) marketing programs with loyalty
All such schemes can work well and some are better
programs can be extremely effective. By structuring
suited to specific countries, and cultures than others.
the terms and conditions of such a program around
Success can be governed by local pay and conditions,
providing active encouragement to channel partners to
type of reward, threshold for entry and the time taken /
invest in enriching their ability to sell to, market to and
effort expended to secure the all important first reward.
provide support for your mutual customers, you build
But such programs can be incredibly expensive to
a firm foundation for growth and help to develop a
operate, promote and fulfill. There are many marketing
channel eco system capable of growing, maturing and
agencies out there eagerly waiting to take your money
adapting to changing markets and technologies at your
so consider automation in house before taking this
side.
route.
4. A Whitepaper from the World’s Leading PRM Specialists, Foundation Network 4
Tactical incentives are a great way of solving short term
problems or creating a buzz and increasing activity
for a short period of time but build them in under the
umbrella of your strategic loyalty program and don’t run
them too frequently or to regularly – I knew of channel
sales people who would manipulate customer orders
to ensure that they were placed to coincide with the
vendors next incentive!
And remember, these campaigns should always be
aimed at individuals – living breathing people - so they
need to be exciting, they need to provoke an immediate
response and they need to make people want to
Fig 4. Lexmark’s Loyalty Rewards Program Targets the participate. The vendor is responsible for stimulating a
Organization and the Individual positive reaction at launch and sustaining the energy and
enthusiasm throughout the campaign with frequent,
And a word of warning: unless a loyalty program aimed targeted, personalized communication. If you fear that
at individuals operates in parallel with one aimed at the you cannot do this, you will be wasting your time and
organization they work for, they are rarely more effective money.
than tactical incentives. This is because the individual’s
attention span is limited and because your competitors The Potential Pitfalls
will soon find a way to exploit this with more appealing Loyalty programs are all about rewarding people on an
incentives. ongoing basis for doing things they would have done
anyway to make sure they don’t stop doing them.
Implementing an Incentive Campaign Incentive programs are for getting extraordinary results
Tactical incentive campaigns can be much more effective – launching a new product with a splash, doubling sales
at helping to mold behavior amongst your channel of a slow-moving product, flushing out old end-of-line
where short term goals become paramount eg. selling stock from a distributor. So by definition, they should not
out end of line product, supporting a product launch etc. reward sales that you would have made without offering
But you must be lighting fast and communicate directly the incentive. Avoiding this pitfall can be tricky but will
with the channel sales people. Don’t rely on distributors rely entirely upon your planning and development of
or your channel account managers to do it – they won’t the terms and conditions. The worst case scenario – and
unless there’s something in it for them as well and by the one that I have witnessed first hand is one in which
time they reach everyone with the message, it will all you spend 10’s of 1,000’s of dollars on payouts to the
be over. channel for an incentive that delivers exactly no increase
in performance.
On a similar topic, let us discuss top performers. Years
ago, when margin was more plentiful, vendors used
to treat their top channel performers to no-expense-
spared ‘business trips’ or ‘conferences’ in exotic places.
The problem was that it was inevitably the same faces
every year and the events became clichéd thank-
you’s for services rendered rather than an effective
incentive for greater performance. But rewarding top
performers can be effective if properly implemented
and well communicated. It is important to consider your
objectives first though. What defines true success?
What really makes a difference to you? For example, is
it better to reward a partner for winning new customers
Fig 5. Trend Micro’s ‘Affinity Rewards’ Program Features rather than simply selling the most to the one’s you
Multiple Tactical Promotions & Incentives already had?
5. A Whitepaper from the World’s Leading PRM Specialists, Foundation Network 5
Strategy, Planning and Process Automation
Many incentives and loyalty programs cost a great deal
to implement and ultimately deliver very little benefit
to the vendor or their partners. This is often as a result
of inadequate planning and preparation and lackluster
execution. Before embarking on either initiative, ensure
that you do the following:
1. Establish clear goals. What are your quantitative
goals – revenue, profit, unit sales etc? What are
your qualitative goals – preferred vendor, partner
satisfaction, loyalty etc?
2. Strategy. Ensure that you have a clear line of site Fig 6. Foundation Network’s RelayWare Software as a Service
to your goals and well planned strategy for getting (SaaS). Provides All of the Tools Necessary to Automate and
your there. How does the incentive or loyalty Manage Your Loyalty Programs and Incentives
strategy fit with your other business strategies – is it
complementary or is there a conflict. How best can it It is often this last issue that draws our customers
be aligned for consistency? to Foundation Network and to RelayWare. Like any
It is also critical to establish a concrete set of business other business initiative, these rely upon efficient and
rules for the campaign or program: consistent execution of often complex processes. As a
• Which customer type are you targeting through your result, effective execution of a successful incentive or
channel? loyalty program is beyond the means and resources of
most vendors. As a result, they are often outsourced to
• Which partner type will be allowed to participate?
expensive marketing agencies who rarely do a better job.
• Who will you target – sales, marketing, management?
Business process automation and program management
• Which product / service type will be eligible? by a suitably equipped Partner Relationship Management
• Will you impose any volume / value thresholds? (PRM) system is the only proven and cost effective
• Will you require proof of sale to corroborate claims? solution and is fully supported by RelayWare.
• From what source will you obtain proof or sale or sales
data?
Beyond Incentives and Loyalty Programs
As we have already discussed, channel partners; both
• What happens in the event of cancellation or returns?
organizations and individuals can be overtly motivated
• How will you handle T’s and C’s variation by country?
by rewards. But they can also be motivated by less
• Etc.
overt and often less tangible benefits that can have just
And finally, what business processes will have to be as significant and often a more sustained impact on
introduced, implemented and managed to execute the performance. They prefer to sell brands that they know
initiative: and trust and that require a minimal amount of selling
• Targeting to get the deal. They are also much happier having the
• Registration vendor create demand for their products in the market
• Approvals without having to do all of the work themselves. With
• Communication this in mind, here are a few other recommendations for
• Points accrual / allocation motivating your channel:
• Claims and redemptions 3. Generate demand and be seen to do it. Whether
your marketing budget is $1,000 or $1,000,000 per
• Claim validation
month, give your channel advance notice of what
• Reward assignment
you will be marketing, to whom, when and via which
• Reward order, book, pack, ship, track and return medium. This makes it much easier for them to
capitalize on your activities with their customers. Give
them the opportunity to leverage your marketing
investment with sales and marketing efforts of their
own. This sounds obvious – but channel partners are
usually the last to find out about vendor campaigns!
6. A Whitepaper from the World’s Leading PRM Specialists, Foundation Network 6
If you can share your campaign materials with them 6. Give the leads to closers. If your marketing
and even let them customize and execute joint campaigns generate sales leads, make sure that they
campaigns of their own, all the better. are given to the most appropriate person (a closer)
4. Allow brand-hijacking. Your branding campaigns within the most appropriate partner without delay.
do little to drive demand but they do create brand Impose an SLA for lead recipients to respond and
awareness and brand association. Partners will prefer contact the customer and monitor the lead until it is
to work with vendors whose brand values are closely closed whilst offering your support to the partner to
aligned with their own or where they can only aspire close it. Reduce the amount of manual intervention
to have such brand values themselves. Quality, within the lead management process in your own
reliability, innovation, performance, speed. Think company. Celebrate success and reward closers with
about this because if your brand image isn’t one that more leads.
your channel may want to share, they will be less 7. Accept leads from partners and reward their
inclined to proactively sell and market on your behalf. transparency. If a partner sales person registers deals
Share your branding campaigns with your channel in progress with you early in the sales cycle, it allows
as well your demand generation campaigns. Let you to offer support or intervene to help win them.
them hijack your brand campaign and turn it into a Make the registration process simple and available
direct demand generator by supporting co-operative online. Make it easy for the partner to update deals
marketing activity. and request physical or pricing support. If a deal is
won, reward the partner generously and if someone
else poaches the deal on price, reward the registrant
anyway. You probably wouldn’t have won it without
When a customer is influenced to buy as a result of your them. Some vendors struggle to get partners buy in
website or closed-loop marketing campaign, direct them for programs such as this due to a lack of trust or
towards your partners to fulfill that demand. If you don’t motivation. Make it worth their while, apply your
rules for consistently and you will benefit from more
have a partner locator tool on your website yet – get new business, greater partner loyalty and a very
one. Customers won’t dial your 0845 number and hold comprehensive sales pipeline.
for an agent to find out where they can buy, they may 8. Investing in collaborative marketing. “MDF”,
“soft dollars”, marketing rebate – whatever you call
simply go elsewhere. it, it has a poor reputation for delivery of a good
return on investment and throughout the history
of the industry, most has ended up propping up
5. Channel demand to your best partners. When channel balance sheets. So much so that vendors
a customer is influenced to buy as a result of your have introduced restrictions, limitations or else
website or closed-loop marketing campaign, direct withdrawn it all together. This is a mistake. It is also
them towards your partners to fulfill that demand. If a mistake to believe that administering such funds
you don’t have a partner locator tool on your website is difficult and time consuming. A good PRM system
yet – get one. Customers won’t dial your 0845 can manage these funds with ease and link in to
number and hold for an agent to find out where both your financial systems to manage accruals and
they can buy, they may simply go elsewhere. Modern credits and your partner portals to facilitate self-
partner locators don’t just search on postcode. This service funding applications, approvals, redemptions
is because geographic proximity is only one profile and ROI reporting. Giving access to such funding in
attribute of many. Such a tool needs to match a disciplined, controlled and administratively ‘low-
customer size, horizontal and vertical market, product impact’ manner will encourage proper use and will
requirement, value added services requirement and facilitate comprehensive reporting and analysis to
so on and it must search against your most recent ensure your get value for money and a good return
and most accurate partner database. It should also whilst motivating your partners.
offer the customer a choice and notify the selected 9. Keep it simple. In every partner satisfaction survey
partner(s) that a referral has been made encouraging I have read, there are a number of consistent stand-
them to proactively follow it up. out comments made by partners. They say that
they like to work with vendors who are “easy to do
business with”.
7. www.relayware.com Foundation Network Limited
www.foundation-network.com The Magdalen Centre
info@foundation-network.com The Oxford Science Park
Tel: +44 (0)870 601 1090 Oxford UK, OX4 4GA
A Whitepaper from the World’s Leading PRM Specialists, Foundation Network 7
There is nothing wrong with being disciplined, a. Respectful
well organized and even process-driven but being b. Courteous
bureaucratic and forcing your channel partners to c. Consistent
endure excessive and painstaking administration or d. Supportive
to jump through hoops unless absolutely necessary
e. Flexible
will demoralize and demotivate them. Before
f. Easy to contact
applying any practice to your partners or mandating
any business process, think first if it will benefit g. Sales- and marketing-led
the partner, consider alternatives and if none exist, h. Keen to “do a deal”
Needless bureaucracy is the preserve of the market
Summary
leader. If you are not one, keep it simple!
In summary, you can buy loyalty and you can earn
10. It’s nice to be nice. Your corporate culture and
it. Earning loyalty is more difficult and more time
partner-facing demeanor matters too. Your channel
consuming to do but loyalty that is earned is infinitely
partners want to be treated with fairness, respect
more enduring. Meanwhile incentive campaigns, if well
and courtesy. And no-one likes an arrogant vendor
planned and executed can deliver excellent short term
- I’m sure we can all think of one or two of those!
results boosting vendor profiles and sales. In essence
But these things really do matter and can make a
then:
significant impact upon the levels of motivation
• Incentives help you to achieve tactical goals
your partners exhibit towards working with you. As
individuals we prefer working with people we like • Loyalty programs help you to achieve strategic goals
or who are like us. As vendors, we should always • A combination of the two works best
ensure that we are:
A balanced approach is most effective and most able
to respond to the needs of a fast moving market and a
rapidly evolving channel. But execution requires careful
planning, rule definition and business process design
and implementation. Ultimately, incentive campaign
and loyalty program automation is best facilitated by a
suitably equipped software system like RelayWare from
Foundation Network