Adapting Channel Rebates for Digital Transformation

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

Claudio Ayub

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.

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