Reseller Rewards Programs: A Holistic Approach

Many suppliers use reseller rewards programs to encourage partner reps to sell their products or solutions. Individual and company-level incentives must be coordinated so that all stakeholders receive benefits that align with the partner’s business model. A holistic approach to incentives builds deeper relationships with partners, improving mindshare and program results.

In the B2B space, suppliers often use rewards programs to increase their mindshare among partner sales reps and encourage them to devote more time and effort to selling specific offerings. However, these individual incentives (e.g., merchandise, gift cards, travel) must be carefully selected and structured to align with the supplier’s company-level partner incentives and the partner’s business model. In this report, we outline best practices for implementing and managing a reseller rewards program to motivate individual partner reps.