VP and Chief Strategy Officer, Perks Worldwide
Vice President Worldwide Channels, Brocade
Today’s channel no longer supports transactional incentives. Effective channel incentives today combine company-level (rebates, MDF) and individual level (rewards, Spiff) incentives, into a single behavior-based program. Channel partner incentives should be used to support and accelerate partners through their journey, from becoming partner suspects through to converting to active and productive partners. This strategic approach to channel incentives accelerates your partner’s time to revenue, and increases partner loyalty.