[infographic] more effective channel incentives
TRANSCRIPT
Let’s face it: Today’s partner programs need to be innovative and more engaging than ever. That’s why we recently completed a research study to determine how to drive pre-sales, sales and post-sales behaviors with targeted, layered and bundled incentives.
The results? Today’s channel is all about creating genuine loyalty and engagement that is meaningful for all of your partners — and influencing sales-driving behaviors is the key.
69% of all vendors incent channel partners for meeting sales performance goals,
including year-over-year and reach goals
less than 40% of vendors o�er complex
incentives
Sales are the endgame, so those are being most richly incented now. But most channel managers know that their best partners are engaged in behaviors that drive sales, such as lead generation, deal registration and more. Today, only 19% of vendors incent both behaviors and sales. Fortunately, new technology now enables more e�ective and measurable incentive o�erings.
which types of incentive programs do you have?check all that apply
69%
performance goals
53%
sales volume
38%
bundles
complex incentives
38%
by profile
19%
behavior & sales
2.8
4.3
2.9
3.2
3.1
3.5
2.6
3.5
2.6
3.6
2.7
3.6
2.7
3.7
3.8
3.0
2.8
4.0
3.0
4.0
2.8
4.2
lead gen
deal reg
businessplan
createsolutions
Start by determining your most important
partner engagements.
too complexto execute
44%
not enough sta�
33%
too complex tocommunicate
28%
notapplicable
26%
don’t want to runthese programs
22%
partners won’tparticipate
3 out of 4 vendors want to run more behavioral incentives, but
don’t have the management tools or sta� to handle the data.
74%
A majority of channel managers understand the benefits of adding behavioral incentives to their partner programs. That’s why it’s time to find a provider that o�ers:
• a platform that can handle flexible attributes• the ability to tie non-sales behaviors to sales• managed services to keep your program operating smoothly• targeted partner-marketing capabilities• full reporting for better insights
bhengagement.com/channel • 866.219.7533
© 2015 Blackhawk Engagement Solutions, Inc. All rights reserved.
strategic programs can increase sales
readingemail
portallogin
certification
sell outside IT
recurringrevenue
MDF
incentives
how important is each of these partner strategies?1 = not important; 5 = extremely important
how successful are you at each of these partner strategies?1 = not successful; 5 = extremely successful
There is a wide gap between the most important partner engagement strategies and how successful you are at doing them.
Then, focus your incentives on successfully driving
these behaviors.
more e�ectivechannel incentives
current focus: sales performance
the gap between strategy and execution
are behavioral incentives out of reach?
your future: incent behaviors and sales
44%
why are you not o�ering more behavioral incentives?check all that apply