Channel Incentives: Points-Based Rewards

January 1st, 2018

Dara Schulenberg

Summary

Channel leaders should develop points-based reward incentive programs that reach beyond the partner sales persona. Points-based reward incentives operated without a coherent strategy are not only a costly channel overhead, but also can inhibit effectiveness and impact. Points-based rewards recognize and reward pre-sales behavior that contributes to pipeline. In this report, we outline key considerations and best practices for five core elements of a channel partner points-based reward incentive program.

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