Most technology brands have integrated partner relationship management (PRM) platforms to manage their interactions with channel partners and operate channel programs more efficiently. This includes channel incentive management (CIM) solutions, which automate the management of rebates, rewards, and market development funds (MDFs). For software providers of PRM platforms, including CIM solutions and through-channel marketing automation (TCMA), the stakes have never been higher. Technology brands consider integration with customer relationship management CRM, the automation of operations, and interactive communication with partners as table stakes. What brands really need and want is the ability to measure business objectives. They want a fully automated and integrated platform across their channel incentives (MDFs, rebates, and rewards) that gives them a 360-degree view of their rewards and incentives performances and enhances their channel expertise. According to Jay McBain at Forrester, “The channel is growing significantly, and brands need advanced (and integrated) purpose-built tools based on the latest technologies.” Channel expertise helps companies evolve their channel incentives programs to work smarter and engage with their partners in entirely new ways to produce a competitive advantage.
This eBook explores the current state of incentive methodologies and, incentives automation, and it establishes best practices. We will delve into the latest developments in state-of-the-art channel incentives and rewards management software, services, and fulfillment. In addition, we will share an incentives framework that delivers personalized, easy-to-use, rewarding channel incentives programs that drive business objectives on a global scale while aligning partner incentives with the buyer’s journey.
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