Incentive Planning and Selection Guide

Incentive Strategies: Four Steps to Optimizing Channel Incentive Planning

Choose Incentives to Influence the Right Behaviors As the 2020 year approaches, you’re probably deep into planning your channel incentive programs for next year.  However, do you know how to choose the right incentives that influence the right reseller behaviors?  Can you ensure your channel programs are executed flawlessly and achieve desired results?  Incentives help

Blog header image with bar graph appearing to show sales growth and article title “Do SPIFFs Work? How Do I Calculate SPIF ROI?”

Do SPIFFs Work? How Do I Calculate SPIF ROI?

“Do sales SPIFFs still work?”  “Do sales SPIFs actually work?”  These are common versions of the same question that have popped up for us in dozens of conversations since day one at 360insights.  It’s a perfectly sound question really; sales SPIFs are an incentive tactic nearly as old as sales itself, so while one might

Channel KPI Usage

The State of Channel KPI Usage

The State of Channel KPI Usage: Channel Pulse Exclusive In this quarter’s Channel Pulse, we decided to take a closer look at the state of channel KPI usage and channel transformation across all verticals.  If you want to understand what drives an individual or organization to perform better, always look first at the measures of

retail transformation

Retail Transformation Driving an Incentive Evolution

Retail Transformation Driving an Incentive Evolution Retail transformation is necessary to adapt to continuing changes to consumer behaviors. When we think about changes in retail, we tend to think Amazon or Internet retailing. These however are just the latest disruptions. Looking back over the last century retail has been in a constant state of disruption

Incentive Marketing

Incentive Marketing: Gain an Edge For Incentive Programs

Make Incentive Marketing Top-of-Mind Today’s retail incentive promotions routinely involves a push (channel incentive) and pull (consumer rebate) strategy.  The marketing approach and investment seems to be carefully planned and executed with compelling multi-touch point content for customers.  Yet, incentive marketing isn’t always top-of-mind.  As retail promotions grow in complexity, so should your channel incentive

channel incentive breakage

Incentive Breakage: Good or Bad?

What is Channel Incentive Breakage? You’ve probably heard the term “breakage” before, but what does it mean in the world of incentives and how does it impact the overall design and effectiveness of your incentive programs? Is channel incentive breakage a good thing or does it create false practices that ultimately diminishes your brand and

Incentives Fraud

Channel Incentives Technology: 3 Ways to Combat Incentives Fraud

The World of Incentives Is a World of Fraud and Non-Compliance Have you ever wondered why people commit fraud? Incentives fraud is more common than many manufacturers realize and without a comprehensive data management platform, the process of validating claims and catching fraudsters can be extremely challenging for manufacturers and distributors alike. Read on to

Channel Incentive Spending Trends 2019

Channel Incentive Spending Trends 2019

What happens to channel incentive spending when the economy changes? 360insights‘ exclusive report on the latest channel trends, Channel Pulse, gave us some insight into this. One of the questions we asked in Channel Pulse was what senior channel professionals were planning for 2019. The majority told us nothing would change. Normally there wouldn’t be

Header image from webinar title slide BSH Home Appliances Optimize Consumer Rebates ROI

BSH Home Appliances Optimize Consumer Rebates ROI

Yesterday marked a really exciting day for us at 360insights when we presented our first-ever live case study webinar with our longstanding client, BSH Home Appliance.  Our two guests, Michael Glenn, BSH’s Retail Channel Manager and Mary Weston, BSH’s Senior Sales analyst joined us in sharing the story of how BSH has been able to

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