Header image of a team apparently engaged in channel incentive planning with webinar title 2019 Channel Incentive Planning.

2019 Channel Incentive Planning

How do you choose the right channel incentives to match your strategy and accomplish your organizational goals? Is it science? Is it art? Last week, our VP of Global Alliances, Steven Kellam joined Dan Overgaag, Principal for The Spur Group on a webinar presented by Channel Focus/ Baptie & Co, where they discussed a framework

Sales Transformation: Influencing Behavior with Channel Incentives

Did you know, according to research from SiriusDecisions, 75% of companies plan to invest more in Channel Incentive Management? At our recent webinar, Channel Transformation: Influencing Behavior with Incentives, presenters, Maria Chien, Service Director, Channel Marketing Strategies @SiriusDecisions, Lisa Penn, Chief of Staff, Global Partner Marketing @SAP, and Steve Kellam, VP of Global Alliances @360insights

SPIF program

SPIF Program Best Practices – 8 Steps to Success

SPIF programs (Sales Performance Incentive Funds) are a great way to ignite a sales organization and achieve a goal. They can also present many challenges from administration, funding, entitlement through measuring ROI. Executing effective SPIF programs requires planning to overcome these challenges. Some challenges can be headed off with program design while others need to

channel rebates

Channel Rebates Best Practices

Channel Rebates Best Practices Over the last several decades channel rebates have been a blessing and a curse for most organizations. They are a powerful tool for driving change but can also get complex and difficult to manage. This article discusses best practices for managing channel rebate programs. Most channel relationships start with a distributor,