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.

1. more eective
channel incentives
strategic programs can increase sales
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.
current focus: sales performance
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 eective and measurable incentive oerings.
69% of all vendors incent channel partners
for meeting sales performance goals,
including year-over-year and reach goals
less than 40% of
vendors oer complex
incentives
which types of incentive programs do you have?
check all that apply
performance goals
69%
sales volume
53%
bundles
38%
by profile
38%
complex incentives
behavior sales
19%
the gap between strategy and execution
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
2.8
4.3
3.1
3.2
2.9
3.8
3.5
2.6
3.5
2.6
3.6
2.7
3.6
2.7
3.7
3.0
2.8
4.0
3.0
4.0
2.8
4.2
lead gen
deal reg
business
plan
create
solutions
reading
email
portal
login
certification
sell
outside IT
recurring
revenue
MDF
incentives
Start by determining
your most important
partner engagements.
There is a wide gap
between the most
important partner
engagement strategies
and how successful you
are at doing them.
too complex
to execute
not enough
sta
44%
3 out of 4 vendors want to run
more behavioral incentives, but
don’t have the management tools
too complex to
communicate
33%
or sta to handle the data.
not
applicable
28%
don’t want to run
these programs
26%
partners won’t
participate
22%
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 oers:
• 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
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Then, focus your incentives
on successfully driving
these behaviors.
are behavioral incentives out of reach?
your future: incent behaviors and sales
44%
why are you not oering more behavioral incentives?
check all that apply