Incentives are the channel equivalent of sales commissions that you provide to partners to drive sales. Unfortunately, for nearly two thirds of these programs, vendors don’t know whether they are working, and frankly they aren’t too certain about the other third. So you have a situation where on average vendors spend more than 10% of their channel revenue on incentives, yet results are questionable. The problem is compounded by inefficiencies in processing and calculating payments which result in overpayments averaging 6% of their budgets. Implementing smart, effective channel programs is essential to growing your channel sales. In order to accomplish this, you need a best-in-class solution, which is why I am very pleased with our recently announced strategic alliance with hawkeye.
hawkeye and Channelinsight are leading the transition to pay-for-performance incentive programs. hawkeye delivers exceptional channel programs using their proven channelConduit platform that enable you to really move the needle. Our aligned services:
- Deliver targeted, automated, measurable partner programs based on actionable and validated data
- Enable in-program course corrections using real-time performance metrics
- Drive incentives and rewards programs that can be accurately assigned and measured
- Increase partner loyalty with timely, accurate and secure payments
I encourage you to visit http://www.hawkeyechannel.com/ to learn more about building smart, effective channel sales programs and then head over to their blog at http://blog.hawkeyechannel.com/ The folks at hawkeye have some very well considered opinions — I especially liked Claudio’s post on 10.26.11.
We’re also currently working with our new partners at hawkeye on a joint webinar to be presented in January. Check back soon for the announcement of the date and time.
