Channel Partner Incentives
You have been tasked with nudging your channel sales people, gently of course, to sell more of your products or services. It seems simple. The simple part is identifying those people who represent your channel sales team. From there, you might need a little support. How are you are going to encourage them to think about your products or services when they are selling into their clients? It isn’t as simple as just having a superior product or service. More than likely, you are competing with their mindshare as well as your competitor’s incentive programs. At this point, you realize you need to improve upon or start your own channel partner incentive program.
Channel Activation Needs Alignment.
Your channel partners & dealers are diverse– geographically, economically, psychographically. But the common denominator? Your organization. Your products & services. Of course, your channel partners have their own priorities and objectives. Which is why One10 offers channel partner activation programs to align those various stakeholders and their respective goals with your business objectives.
When getting started, whether you’re kicking off a new program or seeking to improve upon an existing one, you need to start at the beginning. Work with your internal stakeholders to answer the following questions:
- What is the expected result to gain from our channel incentive program?
- Who is our target audience?
- What are the included products or services in our channel sales incentive?
- Are the rules concise and sales goals achievable?
- What will be the duration/time frames?
- How will we market the program to make it stand out in a competitive environment?
These are just a few of the questions that will help you in designing a program that will increase the mind share of your channel and, ultimately, up your profitability.
Distributed Sales Dilemma.
Your distributed channels have disparate goals and different stakeholders—more than likely, your competition might be in there. So, with all of those differing priorities, how do you ensure your channel partners and dealers are aligned with your goals?
Partnering with One10 will help with those issues as well as with:
- Keeping sales people up to speed on the latest inventory
- Training and educating a salesforce that doesn’t work for you
- Gaining mindshare on the benefits of your products & services
One10 is grounded in the philosophy of: prepare people to succeed, and reward those who excel. Integrating a training program into your incentive program is something that will not only set your company apart from your competition, but it will provide a new avenue to reward those channel sales people who are actively learning about your products and services.
You can learn more about how One10’s training team creates innovative learning solutions for dealers, channel partners and employees.
We’d like to say that if you have the best product or service, you will always win. Unfortunately, that is just not the case. There are always going to be other reasons why your channel sales people might be selling another product over yours. Speed to market. Supply. Better channel incentive program. Yes. We said it. Providing SPIFFS and other programs including choice in rewards will set you apart from your competition. You build the great product. We will take care of the rest.
Channel partner incentives can be a constant struggle: setting aggressive but realistic business objectives, communicating those goals to the right audiences and giving them the tools to aid in achievement. It’s not unlike herding cats. From employees, to dealers & channel partners, to customers, One10 has dozens of years experience doing just that. We start by thoroughly understanding your goals, your timeframe, and your organization, asking the questions others don’t think to ask. And we work with you and your teams to develop a channel partner incentive program and bring your brand to life.
We do this through our proprietary PerformX® Technology platform. Our PerformX technology provides everything you need to efficiently set up and operate incentive, engagement or channel programs that help build a high-performing team — and your business.
The One10 Channel Suite includes:
- ReX (Incentive Rules Engine)
- Visual Dashboard
- Standard Reporting
- Message Center
- Various Reward and Payment Capabilities
- Channel Partner Opt-In
- Yammer Integration
- Sales Claims
- Learn ‘n’ Earn
The Key to Rental Car Channel Activation.
The rental car industry is highly competitive, with many choices for travels agents. The client needed to increase share of rentals, provide a tool to counteract competitive programs quickly and efficiently, identify and reward travel agents on an individual basis, bust through the clutter of short-term incentive activities, and build awareness of, and loyalty to, the client brand among individual travel agents. One10 developed a channel partner incentive program.
Now that I understand the importance of a channel incentive program for my business, where do I start? Here are the questions to consider.
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