Work Email

First Name

Last Name

Country

Perks WW is committed to protecting and respecting your privacy, and we’ll only use your personal information to administer your account and to provide the products and services you requested from us. From time to time, we would like to contact you about our services, as well as other content that may be of interest to you. If you consent to us contacting you for this purpose, please tick below.

Yes, I consent.

Thank you!

Error - something went wrong!

Adapting Channel Rebates for Digital Transformation

July 25, 2018 Claudio Ayub

As the channel ecosystem adapts to digital transformation, vendors are acknowledging that the incentives they used in the past are not guaranteed to support future growth strategies. The digitally-connected buyer, expanded routes to market, and the advancement of recurring revenue models have ushered in a new era. To succeed, vendors must motivate behaviors that contribute to the pipeline and not just the closed sale. In addition to recognizing a job well done, incentives should deepen the partner’s skills to increase sales and market share.

About the Author

Chief Strategy Officer Claudio Ayub brings over 20 years of global channel marketing experience to Perks.He has executed major go-to-market programs for a variety of vendors, including Bing, Cisco, Dell, EMC, IBM, Kaspersky, Lenovo, Microsoft, Motorola, Seagate, Symantec, and VMware among others.
Visit Website More Content by Claudio Ayub

Adapting Channel Rebates for Digital Transformation

About the Author

Previous Article

Next Flipbook

Adapting Channel Rebates for Digital Transformation

About the Author

Previous Article

Next Flipbook

Other content in this Stream

Learn five best practices that will move your MDF/Co-Op program from cost of doing business to competitive advantage.

Keep channel partners engaged and coming back! Learn the six fundamental that work together to improve your channel engagement program’s partner experience.

Discover recommendations for selecting incentive types that will best influence desired partner behavior.

Gaining a clear view into MDF ROI starts by deciding which department will control the program – sales or marketing.

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

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

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

Frustrated with the inability to identify ROI, many channel marketers don’t recognize their market development fund program as the strategic enablement tool that it is.

The right incentives framework will motivate channel partners to use digital marketing tools and accelerate their digital transformation.

Leading channel incentives and marketing agency announces November 2018 webinar that will share insider insights about running a successful MDF/Co-Op program.

Leading channel incentives and marketing agency releases eBook about the support and services vendors should expect from a managed-service provider and reasons why the services matter to program succe

Looking at hiring an MDF/Co-Op program managed-services provider? Read this first.

Whether you are seeking a self-service or managed-service solution, SaaS or custom-built platform, there are variables common to all promotional allowance programs that will define your requirements.

Promotional allowance programs such as market development funds (MDF) or cooperative marketing/advertising (Co-Op) are a staple in a marketing tool set to support indirect-sales channels.

The latest publication from Perks WW Channel addresses the struggle channel marketers confront as they assess what is needed from an MDF/Co-Op solution provider—for today and tomorrow.

eBook explains how vendors can align company-level incentives with the evolving channel ecosphere. Learn nine best practices that will adapt channel rebates to the digital transformation.

Demand gen professionals and channel marketers are increasingly seeing the value of adopting digital strategies to grow their business.

Learn five steps you can take to reduce the pain of tracking your channel partners’ Co-Op/MDF allowance to a return.

A modern rebate program is part of a holistic channel incentive strategy that tailors rebates to partner types, emphasizes rewards for net new customers, and sets growth rebate goals.

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