Forrester Pulse The State of Channel Partner Incentives 2020

The highly anticipated Pulse Survey is finally here! Produced every two years, this research brief provides comprehensive facts, figures and valuable advice on the nature, level and impact of investments in channel partner incentives.

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The research is the result of a thorough survey covering a broad range of companies across North America and EMEA, primarily in IT, telecom and business services. The survey investigated the goals, behaviors, investment levels and degree of program success for the organizations included in the research.

The analysis highlights six key observations:

  1. Incentives strategies target the channel ecosystem, not just transactional partners

  2. Programs start to focus on leading indicators that drive future success

  3. Many channel partner incentives remain ineffective

  4. Demand generation activities receive the largest portion of funding

  5. Measuring incentives performance is improving but continues to be difficult

  6. Investments in channel partner incentive programs are expected to grow, but will likely face increased scrutiny

The opportunity to benchmark your company’s incentives efforts and improve based on sound recommendations make this research brief a must-read for anybody with channel program responsibility.

Ask us how E2open can help improve and strengthen the strategy and execution of your channel partner incentive programs.