Sales channels have always been evolving. Historically, there were middlemen. More recently, there were influencers. Now, the world is entering the third age of channels: channel ecosystems. Each age builds on the previous one, adding new nuances, models, and demands at an accelerating speed. Businesses that understand this evolution and embrace or drive it stand...
If your company reaches customers through an indirect channel, understanding how it is impacted by external influences is essential. Analyzing the effect of changes in macroeconomic and technological factors can help you gain market share, displace competitors, increase revenue and optimize investment performance—among other perks. If you decide to pursue any of these potential opportunities,...
There is one advantage to having poor channel incentives technology: You can always blame it on the tools! In my previous blog post, What Could Make Your Channel Partner Incentives More Successful?, I examined why many channel incentive programs don’t achieve their objectives. Based on analysis published by Forrester SiriusDecisions, it is very clear that...
Believe it or not, most incentive programs are completely unsuccessful. In the spring of 2020, SiriusDecisions (now part of Forrester Research) surveyed1 more than 10,000 business leaders to determine the state of channel partner incentives. The resulting research brief revealed that only 5% of incentive programs fully achieve their objectives and only 37% achieve some of...
Stay connected with e2open
Join the e2open digital family. Sign up to receive our weekly email newsletter on new product announcements and exclusive promotions—and maybe even a few surprises!
