The what, when, why and how of rewarding partners at the point of influence
In our latest channel chief roundtable, we asked leading technology channel executives what was keeping them up at night. Amongst their answers of: ‘doing more with less,’ ‘marketplaces,’ ‘the big lay-off’ and the ‘slow but steady demise of the “tech alliance,”’ a big topic was the challenge of rewarding partners based on the influence they have on customers and where along the customer lifecycle that influence and value is realised. With the increasingly wider role partners play throughout the customer lifecycle, vendors should take a closer look at how to reward partners for their influence. We don’t have all the answers, but we have thoughts on how to get you on the right track.