Best Practice Report

Channel Incentives Regulatory And Expense Considerations

January 1st, 2018

Summary

Channel leaders use incentive programs to encourage desirable partner behaviors and reward strong performance by partners. However, incentive planning must reflect the accounting, legal, and regulatory compliance issues that apply to various channel incentive funding models. In this report, we outline several regulatory and funding considerations for channel incentive programs, including the impact of contra-revenue (contra) and operating expense (OpEx) incentive categories.

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