Channel Mechanics

Incentive Models for the Changing Partner Ecosystem

Channel Mechanics

Incentive Models for the Changing Partner Ecosystem

Webinar Details: Wednesday, July 17th @ 8:00am PT/11:00am ET/16:00 GMT



Channel professionals have been using incentive models to drive behavior since the channel first emerged. Typically performance based, they aim to improve the profit, reach and mix for partners. Common incentives include Sales Performance Incentive Funds (SPIFs), Rebates, Market Development Funds (MDFs) and activity-based rewards. But as the channel continues to change rapidly, everything, including incentive models, are changing with it.


With new partners looking more like influencers, advocates, and alliances, there is a fundamental change in how incentives programs work. Consequently, Channel Programs today need to consider many different partner types to reach and serve customers.


Join Channel Mechanics and guest speaker Rob Spee from Channel Journeys as they discuss:

  • What the changing partner ecosystem looks like.
  • The new Partner types: Influencers, Referral Partners, Affiliates, Developer Partners, Resellers, MSPs and System and Software Integrators.
  • What type of Incentives you need to offer to attract these new partner types?
  • The type of Incentive models that motivate the new partner ecosystem


What works for one set of partners won’t necessarily work for the next. However, brands that excel at deploying the right type, mix and level of incentives will improve profit from the channel and increase partner loyalty and stickiness.


As with any disruption in the channel, there is an opportunity for partners who choose to embrace the unknown. So join Channel Mechanics and special guest presenter Rob Spee for:


Incentive Models for the Changing Partner Ecosystem


About the Speakers


Rob Spee

Rob Spee is the founder and CEO of Channel Journeys Consulting, where he excels at creating visionary channel strategies that accelerate revenue growth and open new routes to market. Most recently, Rob accelerated channel revenue at SAS, growing the channel business from $10M to $65M in just 2 years. He knows what it takes to build global partner ecosystems and performance-driven channel organizations. In fact he’s done that as a vendor, a reseller, and a distributor. In addition, he hosts the Channel Journeys podcast.


Kenneth Fox

Kenneth Fox is the CEO of Channel Mechanics, an award-winning Enterprise SaaS provider that has developed a suite of CIPM solutions to help vendors manage and maximize sales through their channel.  An accomplished leader in the global ICT sector, Kenneth has worked for IBM, APC, Nortel and Avaya. With over 20 years’ experience in the channel, he is trusted and recognized as a leader in the global implementation of large scale technology and business transformation projects. His expertise includes Channel Strategy, Channel Enablement, Channel Program Dev and Channel Incentive Models.


Save the date and join us on Wednesday, July 17th. It promises to be an incentivizing webinar!


Can’t attend Incentive Models for the Changing Partner Ecosystem? Don’t worry, if you’d like to register, we’ll send a link to the recording afterward.



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