Today’s partner programs need to be innovative and more engaging than ever. That’s why we recently completed a research study to determine how to drive pre-sales, sales and post-sales behaviors with targeted layered and bundled incentives. Get the More Effective Channel Incentives: Strategic Programs can Increase Sales infographic now to learn more. http://www.bhengagement.com/services/channel/

1. Let’s face it: Today’s partner programs need to be innovative and more engaging than ever. That’s
why we recently completed a research study to determine how to drive pre-sales, sales and
post-sales behaviors with targeted, layered and bundled incentives.
The results? Today’s channel is all about creating genuine loyalty and engagement that is
meaningful for all of your partners — and influencing sales-driving behaviors is the key.
69% of all vendors incent channel partners
for meeting sales performance goals,
including year-over-year and reach goals
less than 40% of
vendors offer complex
incentives
Sales are the endgame, so those are being most richly incented now. But most channel managers know that
their best partners are engaged in behaviors that drive sales, such as lead generation, deal registration and
more. Today, only 19% of vendors incent both behaviors and sales. Fortunately, new technology now enables
more effective and measurable incentive offerings.
which types of incentive programs do you have?
check all that apply
69%
performance goals
53%
sales volume
38%
bundles
complex incentives
38%
by profile
19%
behavior & sales
2.8
4.3
2.9
3.2
3.1
3.5
2.6
3.5
2.6
3.6
2.7
3.6
2.7
3.7
3.8
3.0
2.8
4.0
3.0
4.0
2.8
4.2
lead gen
deal reg
business
plan
create
solutions
Start by determining
your most important
partner engagements.
too complex
to execute
44%
not enough
staff
33%
too complex to
communicate
28%
not
applicable
26%
don’t want to run
these programs
22%
partners won’t
participate
3 out of 4 vendors want to run
more behavioral incentives, but
don’t have the management tools
or staff to handle the data.
74%
A majority of channel managers understand the benefits of adding behavioral incentives to their partner
programs. That’s why it’s time to find a provider that offers:
• a platform that can handle flexible attributes
• the ability to tie non-sales behaviors to sales
• managed services to keep your program operating smoothly
• targeted partner-marketing capabilities
• full reporting for better insights
bhengagement.com/channel • 866.219.7533
© 2015 Blackhawk Engagement Solutions, Inc. All rights reserved.
strategic programs can increase sales
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recurring
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MDF
incentives
how important is each of these
partner strategies?
1 = not important; 5 = extremely important
how successful are you at each of
these partner strategies?
1 = not successful; 5 = extremely successful
There is a wide gap
between the most
important partner
engagement strategies
and how successful you
are at doing them.
Then, focus your incentives
on successfully driving
these behaviors.
more effective
channel incentives
current focus: sales performance
the gap between strategy and execution
are behavioral incentives out of reach?
your future: incent behaviors and sales
44%
why are you not offering more behavioral incentives?
check all that apply