Motivating Channel Partners: Channel Partner Incentive Programs

Consider the following scenario, let’s say company X’s direct sales channel is doing great, but their indirect sales channel isn’t as successful. They've carefully chosen the right channel partners and ensured they were properly on-boarded and fully equipped to sell. But, they don’t appear to be reaching sale expectations.

Why do you think this is happening?  Think about how your channel partners work. You may not be the only vendor they are selling for. So the question becomes, what can be done to get these channel partners to sell for company X?  Focus on motivating channel partners to sell for you with the use of a partner incentives program.  


Types of Channel Partner Incentives

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