Partner Incentivization Strategy 2024
Navigating the Right Incentive for the Right Partner Type
What You Will Learn
Types of Incentive Programs and Applicable Use Cases:
What is the difference between SPIFFs, Rebates, and Promotions?
The appropriate circumstance to use each type
Who Best to Incentivize:
The Partner Company, the Individual, or Both?
Building the Business Case for Incentives.
Articulate to your C-Suite the justification for offering partner incentives.
How best to budget for these programs.
Measuring Incentive Programs Success & ROI.
Key Takeaways for 2024
Partner Incentives play a key role in creating competitive advantage and form a key pillar in successful partner programs. Nevertheless, developing and executing successful incentive programs can have many pitfalls and this is often a struggle for vendors. Successful incentive strategies require a considered approach for both program design and execution.
From determining the most suitable incentive types, whether it be a spiff, rebate, or promotion, to securing budget and support from your C-Suite. Addressing these considerations is crucial for the success of your incentive program and, ultimately, for achieving the objectives of these programs.
While there is no one-size-fits-all approach to partner incentives, knowing which incentive to offer which partner, and when, will play an integral part in the success of your incentivization strategy in 2024 and beyond.
Learn From Channel Leaders
Tune into our panelists for a discussion about how they've created winning strategies.
Laura Evans
Head of Global Channel Incentives & Distribution
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Alli Oneal
Sr. Manager of Global Partner Programs & Experience
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Kenneth Fox
Chief Executive Officer
Margaret Adam
Head of Product Marketing
Laura Evans
Head of Global Channel Incentives & Distribution, HP
Laura Evans is a dynamic and innovative Global Channel Leader with over 30 years of experience in enterprise hardware, voice, video and software. As a recognized leader in Channel Sales, Laura is passionate about Channel Enablement, ever since her first sales role in distribution.
Consequently, this launched her channel career into high-tech sales & product management, business development, and go-to-market strategy with F500 companies including Symbol Technologies, Motorola, Avaya, SOTI, Zebra, Poly and most recently HP.
Kenneth Fox
CEO, Channel Mechanics
Kenneth is CEO of Channel Mechanics, a globally recognized leader of channel program automation software, utilized by some of the world’s largest vendors to automate the delivery of their partner programs.
With a career spanning over 20 years in the ICT sector, Kenneth is an industry leader with extensive channel, technology and sales experience. Previously, he has held senior leadership positions at Nortel, Avaya, APC and IBM. He is recognized as a leader in implementing large scale channel, technology and business transformation projects.
Alli Oneal
Sr. Manager of Global Partner Programs & Partner Experience, Barracuda
Alli is the Senior Manager of Global Partner Programs & Partner Experience at Barracuda, a trusted partner and leading provider of cloud-first security solutions. In her role, she is responsible for maintaining the Barracuda Partner Success Program, ensuring that partners adopt and utilize the channel program resources and infrastructure.
She also works closely with Barracuda’s local country teams to adapt and leverage partner program initiatives to help build local channel business.
Moderated by
Margaret Adam
Head of Product Marketing, Channel Mechanics
Margaret is Head of Product Marketing at Channel Mechanics. Margaret is a renowned industry expert with extensive knowledge of partner ecosystems and go-to-market strategy.
With 25 years of experience spanning vendor, distributor, and partner domains, she comes to us from Salesforce, where she held senior roles in partner and industry marketing.
Prior to that, she was an award-winning industry analyst for IDC in Europe, focused on GTM, ecosystem and partnering strategies.