The Channel Incentive Selection Model

January 1st, 2018

Dara Schulenberg

Summary

B2B organizations selecting incentive programs for their indirect channels tend to have one type of incentive for all partner types and personas — focused solely on closed sales performance. Suppliers need a strategic approach to effectively incent current and desired partners and drive the required behaviors that deliver against channel performance goals, while maximizing the use of internal resources and available budgets to achieve the greatest success and ROI. In this report, we introduce the Channel Incentive Selection Model, which delivers a step-by-step approach to identifying the most effective combination of incentives to deliver partner results.

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