Anyone working in the channel will tell you that it is a balancing act to develop, manage, and grow the channel. Desired outcomes such as increasing revenue, improving margins, and raising Partner satisfaction don’t necessarily accommodate budget and headcount control. Your ability to successfully balance these factors will help build and enhance the reputation of your channel program.
Given that 68 percent of the available North America IT market flows through solution providers, the Channel Partner community plays a critical role in the success of the manufacturers they represent.
So with that said, here are three ways to simplify your Channel Partner Incentive Program:
1) Promote Ease of Use: How simple should an incentive program be to use? Should channel partners need to call a support team or open a ticket to understand how to use a tool? Absolutely not! Participant satisfaction in regard to usability effects not just associated program engagement levels, but also overall program experience which ultimately creates sustainable behavior patterns in terms of reaching promotional goals.
2) Offer Functionality Extensions: How many other manufacturers do your Partners work with? Each one expects the Partner Company to log into their tools and manage the program in the manner best suited for the manufacturer, which can be extremely daunting. If you plan to simplify the lives of everyone involved, it makes sense to have a designated Account Manager who can manage program obstacles while ensuring business success.
3) Integration: Are you leveraging your Partner data to the best of your ability? Integrating information from other databases will improve your users’ experience and control the costs associated with running your programs. It would be a great organizational investment to find a Channel Partner Incentive Program Provider who offers a completely customizable and integrated platform for ultimate efficiency and audience targeting.
About the Author
Perks WW Channel provides services and software to help you engage your B2B and indirect channel partners to improve sales effectiveness. With a listing on the Salesforce AppExchange and a global user base exceeding 9.25 million users, Perks WW Channel takes the guesswork out of channel incentives and loyalty programs. Our solutions empower leading global enterprises with the sales and marketing programs they need to produce a competitive advantage through their indirect sales channels. The available solution set encompasses the three most critical areas to optimize indirect channel performance: marketing enablement, incentive management and global managed services. We provide these services to some of the most influential companies in the world, all backed and supported by years of expertise and our Science of Motivation™ methodology.More Content by Perks WW Channel