There's no doubt that your partners can be one of your biggest assets. The big question is, how do you keep them engaged over the long haul? It may not be as simple as just launching a channel incentive program. There are many factors to include such as margins, tiers, accelerators, SPIFFS, MDF/Co/...

Getting the results you’re gunning for with your channel starts with incentivizing your partners in order to drive desired behaviors. Because we all work for money—at least on some level—this is most easily accomplished by paying your channel partners early and often. For example, you could pay the...

The main reason organizations don’t get their desired outcomes from channel programs is that they fail to incentivize their partners the right way or fail to make it clear what the reward is in the first place. For example, many programs run spiffs that only reward the sale of a product or service—n...