Chris Becwar at Channel Management published a post last week that points to? one of the central challenges channel partner marketers face today, a challenge we discuss frequently at SocialRep: how do you enable channel partners to market most effectively?
It’s a seemingly simple question with a time-honored answer: sales incentives! If you provide the right incentives, channel partners will? move heaven and earth to close deals. What’s missing from that simple equation is the depth of disruption rocking the global IT channel, reducing the effectiveness of? traditional incentive approaches.