Partner Program & Incentives

05 February 2022
Partner Program & Incentives

Partner Programme & Incentives: the key to reliable partner business

In a complex business world, partner programmes and their incentives & benefits for partners of software, hardware, cloud & XaaS, and high tech vendors are an enormously important measure of a partner's investment. Reliability, commitment and consistency in the cooperation with the manufacturer's representatives form the basis on which partners make decisions as to how far they continue to invest in the training and further education of their employees, spend money on promotion and marketing, and integrate the manufacturer's products into their solution portfolio.

Modern partner programmes have a predictable lifecycle, clearly defined (and implemented in practice) programme elements, and are ideally tightly integrated into the manufacturer's lead and sales management system and transparent to partners. Topics such as the handling of a deal registration of several partners with the manufacturer, binding margins and/or incentives for successful sales and implementation projects of the partners, or quarterly pre-performance rebates are for partners the adjusting screws of their future commitment to a manufacturer.

More and more manufacturers have recognised these connections and are professionalising, automating and digitalising these critical partner engagement processes with their partners. By implementing partner programmes and their incentives in the partner portals, manufacturers achieve the partner loyalty that they themselves want from their partners. The manufacturer's own employees (in sales, pre-sales, marketing, in the professional and technical support services departments, etc.) have the transparency about the partner activities that is necessary for a productive and successful cooperation between the manufacturer and its partners via the interlinking of the partner relationship management system with the internal CRM and services portals.


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ChannelXperts GmbH
Unterreut 6

76137 Karlsruhe (GER)

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