The Cloud requires a new method of incenting partners and their teams.
In these times of business model transformation to the cloud, incentive and loyalty marketers must redesign their incentive programs to support more than deals won and quarterly revenue goals. When designing and structuring incentive and loyalty programs for a recurring revenue model, channel marketers need to realize that incenting closed deals only, will not help attain the desired performance improvement.
Post Category: Loyalty & Rewards
SPIF programs have been the traditional means of incenting reseller sales representatives to sell your products and services. These programs are considered effective for many manufacturers or suppliers because they focus the incentive investment where the rubber meets the road — with the sales reps who is intimate with the customer. Usually, they are easy to deploy because the infrastructure requirements facilitate the claiming process. Each claim typically results in a cash payment that rewards the sales rep for an individual sales opportunity. Running a successful SPIF program requires a lot of the effort to be focused on generating awareness of the program, and securing participation from the reseller sales representatives.
This week I address the third most asked question from our recent global incentives & loyalty webinar:
This week I will answer question #2 from our recent Incentives & Loyalty webinar:
What features/functionality should I look for in a single incentive platform that will enable me to efficiently and effectively manage multiple concurrent promotions differently in multiple regions and countries?
Thanks to those who attended our recent webinar on successfully launching and managing a global incentive program through the channel. While we answered several questions during the webinar, we unfortunately didn’t have time to answer them all.