Shaping Partner Behavior with Incentives

The technology industry is facing challenges as customers reduce their information technology spending and demand lower prices. Many tech vendors are seeking partnerships to drive growth and increase revenue. However, partners may not be self-motivated and need incentives to align with vendors and boost go-to-market efforts. Heather K. Margolis, a senior vice president at 360 Insights, a company specializing in incentives management, joins Larry Walsh in Denver for a special conversation about using incentives to motivate partners.