Channel Management Incentive Plans

There are many channel programs that will help you to gain business and business partners within you channel market. Such programs including co-op funds, and channel management programs offer incentives. These types of programs help businesses within a channel. While these programs are helpful, they are also stronger when integrated with one another. Co-op funds and related programs are somewhat of an incentive to partners. You are providing program guidelines that are more attainable and aligned with the product price point and sales cycle. For the best type of channel management for this type of program is to have the information placed online in a system that allows for real-time exchange of data.

There are different sales cycles that will be targeted in a channel management system. The higher the price point and/or the longer the sales cycle, the more critical it is to have informed, trained and professional channel partners. Any lack of communication can be detrimental to all partners, and it is ineffective in channel management. One way to ensure that all partners contribute their full information is by providing incentives for those partners who not only exceed the minimum authorization and sales requirements of your company, but who also respond to online announcements, take surveys, attend additional trainings, participate in manufacturer-sponsored marketing sessions, etc.

By integrating different channel management programs, you will be able to be more educated and communication will increase. Integrated programs provide more trackable, measurable results because all of the individual programs are managed in one centralized location.

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