If you have worked in the channel (at a vendor or a partner) in virtually any role, you would have either seen or been a part of SPIFFs and incentive programs of some form or another. You probably have also seen that these SPIFFs and incentive programs tend to be run with mixed results, for both the partner and the vendor.
The ideal scenario when it comes to SPIFFs and Incentive programs is for them to work in a way that sees the vendor achieve their goals (sell more of a solution, or a bundle for example) and the partner achieve their goals (increase profits in a way that is aligned with their business strategy). The question is, how do we get there?
Gary Morris from the Successful Channels website has written a detailed article that calls out the main areas where vendors go wrong in setting their SPIFFs and Incentive Programs up. He then goes on to break down into seven steps, how to set up an Incentive program to ensure success for both the partner and the vendor. Click on the link below to read it in full to see if you are positioned for success when it comes to partner incentives.