Best Practice Report

Channel Incentive Definitions: Incentive Types, Goals And Objectives

January 1st, 2018

Summary

Channel partner incentives motivate specific partner behavior — rewarding partners for previous sales or driving future performance. To properly utilize funds and take advantage of ways to engage with partners, suppliers must use a planned approach to align incentive types, goals, and objectives. Suppliers also must use clear terminology for all incentives and ensure that the definitions and terms of incentives are readily available and visible to partners. In this report, we define the types of channel incentive programs and goals to consider when constructing incentives.

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.