HomeResearch Articles Managing Partner Discounts and Margins: Programs and Policies

Managing Partner Discounts and Margins: Programs and Policies

  • Channel discounts define the price the partner pays for the supplier’s offer and are a key element in calculating partner profitability
  • When managing requests for additional discounts, suppliers should consider both upfront and back-end margin contributions to understand the impact of partner program benefits
  • Optimize margins through disciplined go-to-market execution that aligns partner sales and marketing behaviors to the channel strategy
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