Ideas for incentives that move the numbers.
Short, practical reads on designing, running and measuring sales incentive programs. New posts every week.
Your Salesforce Are Not One Audience
Treating everyone equally may sound fair, but giving each partner a clear, relevant path to success is fairer and far more effective
Read the post Program designEvery Incentive Needs a Review Date
Most channel incentive programs are launched with an end date. Too few are launched with a review date.
Read the post Program designDesign Incentives With Guardrails
A channel incentive can hit its target and still miss the business outcome.
Read the post Field notesReward the Handoff, Not the Heroics
In SaaS, cybersecurity, infrastructure, and managed services, customer outcomes rarely come from one partner action. A referral becomes a qualified opportunity. A specialist shapes the…
Read the post PerspectivesStop Rewarding Activity. Start Rewarding Outcomes.
Channel programs often reward what is easy to count: registrations, training completions, meetings, or submitted leads. Those signals can be useful, but they are not the goal. The goal…
Read the post Program designStart With a Small Incentive Test
Most channel incentive programs do not fail because the reward is too small. They fail because the business scales an unproven idea before learning whether it changes partner behavior.
Read the post Field notesOne Incentive Program Four Different Jobs
A SaaS company launched one incentive for its entire partner team. Everyone could earn the same reward by reaching the same target.
Read the post PerspectivesThe Renewal Starts at Deployment
For SaaS, cybersecurity, infrastructure, and managed-services companies, the initial sale is only one moment in the partner journey. The customer outcome—and much of the long-term…
Read the post Program designReward the Behaviors That Grow Your Channel
For SaaS companies, partner-led growth can create reach that a direct sales team cannot match. But adding more resellers, referral partners, or managed service providers does not…
Read the post PerspectivesMore Incentives Can Create Less Focus
SaaS and IT channel teams often respond to weak engagement by launching another incentive. Soon, partners face overlapping promotions, competing priorities, and offers that all claim…
Read the post Field notesSales incentives are not a guessing game
How to get it right the first time
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