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Page 1: Channel Incentives Re-design

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Partner Channel Incentives Redesign MobileForce Inc. Bellevue, WA March 2014

Page 2: Channel Incentives Re-design

+Three Pronged Approach

Customize incent programs via BAS/BIS approach to classify partners and their reps • Design Acquisition driving incentives for BAS profile • Design Retention driving incentives for BIS profile

Use Predictive Analytics to reveal performance drivers • Breakdown attainment to drivers such as face time with customers,

use of digital marketing strategy, multi channel sales, CPEs gained… • Design success yardsticks and incentives at predictive factor level

Redesign Channel Partner Compensation •  Introduce residual monthly compensation formula that rewards base

contract revenues •  Introduce an attainment model of compensation based on Net

Revenues or Market Invest efficiency


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