Channel professionals have many choices when it comes to influencing partner behavior. But few are as effective as back-end incentives — as long as you use them wisely.
By T.C. Doyle
Vendors have a lot of options when it comes to influencing partner behavior, but few are as effective as back-end incentives. These include rebates, SPIFFs, and market development funds (MDF). The trouble is, back-end incentives are difficult to manage, tough to measure, and almost impossible to retire once partners get wedded to them.
That’s what conventional wisdom says. But is it true? Channelnomics research offers some insights, which we shared on our Oct. 18 Channelnomics Community Call (CCC). Truth be told, you can make better use of your back-end incentives if you know what our data reveals and what best practices to apply when leveraging those incentives. During our call, Channelnomics founder...