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 o�er 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 e�ective and measurable incentive o�erings.

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

businessplan

createsolutions

Start by determining your most important

partner engagements.

too complexto execute

44%

not enough sta�

33%

too complex tocommunicate

28%

notapplicable

26%

don’t want to runthese programs

22%

partners won’tparticipate

3 out of 4 vendors want to run more behavioral incentives, but

don’t have the management tools or sta� 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 o�ers:

• 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

readingemail

portallogin

certification

sell outside IT

recurringrevenue

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 e�ectivechannel 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 o�ering more behavioral incentives?check all that apply