How can I manage partner commissions and incentives?
Carefully. Many partner executives and owners will not appreciate you paying commissions and incentives directly to their salespeople, so you may end up simply paying them to the company and letting the partner convey some or all to their salesperson. Traditionally, partners determine their own compensation by adding what they believe to be an acceptable profit margin to the cost they pay you. Your PRM should be able to track and manage the computations. Your CAMs will need to bring meaning to any incentive by continuing to remind the partners of the program.
