Partner Incentives

You can often focus your channel partners on specific initiatives you want them to perform by providing incentives when they do. This may be specific products or activities.

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Who within the channel partner organization should I be offering incentives to?

First the management. Ask them what they want you to do with the SPIF. Some may want you to pay it to them.

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What is a “SPIF”?

A Sales Performance Incentive Fund (SPIF) rewards salespeople for selling your product. These are usually "bonuses" offered.

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How else can I incentivize channel partners besides direct cash payments?

Cash is good short term. Support growing their services business has long term beneficial impact.

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How do I incentivize channel partners?

Helping partners promote and sell their own services around your products will be the best, most effective incentive.

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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.

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