HomeResearch Articles Channel Incentives: Contra or OPEX

Channel Incentives: Contra or OPEX

  • Channel leaders often fight an uphill battle when requesting incentive funds that can motivate partners toward higher productivity
  • When setting guidelines for channel spend, finance sees things in black and white: spending is either tied to revenue or not
  • If channel marketing fails to correctly categorize partner incentives, it may lose funding for programs that drive activity and results

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