Claudio's Corner

Claudio Ayub answers all your channel questions.

  • Teaching Demand Generation with Learning-Based Incentives

    Teaching Demand Generation with Learning-Based Incentives

    Learn how to implement sales and marketing certification promotions that will teach your channel partners the skills they need to market your product.

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  • How to Onboard Channel Partners for MDF Programs

    How to Onboard Channel Partners for MDF Programs

    Learn the steps for onboarding new channel partners to your market development funds program.

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  • Using Behavior-Based Promotions to Grow Partner Performance

    Using Behavior-Based Promotions to Grow Partner Performance

    Learn how behavior-based promotions change channel partner behavior and improve performance.

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  • Implementing the SiriusDecisions Demand Framework

    Implementing the SiriusDecisions Demand Framework

    SiriusDecisions recently shared a new demand framework. Claudio Ayub explains why it is important for vendors to go through all the phases.

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  • Referral Incentive Programs for Long Tail Partners

    Referral Incentive Programs for Long Tail Partners

    Long tail partners are the fair-weather friends of the channel. Channel strategist Claudio Ayub explains how to use a referral program to engage these partners.

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  • Incentive Programs for Professional Services Partners

    Incentive Programs for Professional Services Partners

    Professional services partners such as accounting firms or marketing agencies are a fast-growing route to market. Channel strategist Claudio Ayub explains how to engage this group.

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  • How to Fact Check Channel Partner Self-Assessments

    How to Fact Check Channel Partner Self-Assessments

    If you're having partners self-profile, won't they always really stack the deck and exaggerate their capabilities? How would you recommend people address that?

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  • Choice is the Most Effective Partner Incentive Strategy

    Choice is the Most Effective Partner Incentive Strategy

    Looking for an effective channel partner incentive? Channel strategist Claudio Ayub says to start by offering choices targeted to the audience you want to engage.

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  • Building a Valued Relationship with Your Distributors

    Building a Valued Relationship with Your Distributors

    Channel strategist Claudio Ayub explains how to build a relationship with your distributors that will set you apart from the crowd.

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  • Are Rebates Still Relevant?

    Are Rebates Still Relevant?

    Behavior-based models are the future of channel incentive types and programs.

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  • Effective Channel Incentive Types and Programs

    Effective Channel Incentive Types and Programs

    Behavior-based models are the future of channel incentive types and programs.

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  • Influence of the Cloud on Channel Partners and Incentives

    Influence of the Cloud on Channel Partners and Incentives

    While one might think that the Cloud makes channel partners unnecessary, the model doesn’t change. It’s the partner type that changes.

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  • Demonstrate the Value of a Marketing Certification Program

    Demonstrate the Value of a Marketing Certification Program

    Marketing certification programs have strong value for your partners but getting them to see the value can be a challenge. Channel expert Claudio Ayub explains how to get past this road block.

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  • Channel Marketing Certification Programs Benefit SMB Partners

    Channel Marketing Certification Programs Benefit SMB Partners

    Even when it appears there is not a dedicated marketing associate at your channel partner’s company, there is. And that person will be interested in your marketing certification program.

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  • How to Improve Channel Marketing Automation Tool Use

    How to Improve Channel Marketing Automation Tool Use

    Wondering how to increase channel marketing automation tool use? Channel strategist Claudio Ayub explains how a marketing accreditation program will save the day.

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  • How do I correlate points for activities?

    How do I correlate points for activities?

    Channel strategist Claudio Ayub explains how to correlate points for activities to results in sales using a points-based rewards program.

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  • What’s the deal with the legal issues around reloadable debit cards?

    What’s the deal with the legal issues around reloadable debit cards?

    Learn how a points-based channel rewards program can address the legal and compliance issues surrounding reloadable debit cards used to pay for SPIFFs.

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  • How to incent individuals within a partner organization?

    How to incent individuals within a partner organization?

    With a points-based channel rewards program you can incent on the company level and the individual level. How does this work without partner management interfering? Claudio Ayub explains.

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