Best Practice Report

Channel Compensation: A Formula for Success

January 1st, 2018

Summary

When developing a channel compensation strategy, B2B suppliers often focus on reseller margin, overlooking other factors that drive performance. Incentives, partner margin, and channel sales rep compensation should all be included in a high-performing channel compensation strategy. Suppliers must align and calibrate compensation components to manage their cost of sales while fostering sales momentum within the channel. In this report, we describe the key ingredients of channel compensation strategy and share best practices for aligning them to drive favorable results.

Want to read the full report?

This report is available for individual purchase ($1495).

Forrester helps business and technology leaders use customer obsession to accelerate growth. That means empowering you to put the customer at the center of everything you do: your leadership strategy, and operations. Becoming a customer-obsessed organization requires change — it requires being bold. We give business and technology leaders the confidence to put bold into action, shaping and guiding how to navigate today's unprecedented change in order to succeed.