Channel Incentive Program Objectives and Applications

Setting channel incentive program objectives is crucial, they can make or break a program. Objectives should be based on a company’s strategic goals. They should be specific yet simple so that participants have a clear understanding of the expectations; they should be challenging yet reasonable; if program participants view the objectives as unattainable, participation will suffer and the program will fail.

Top Five Objectives

  1. Meet financial objectives
  2. Boost specific product sales
  3. Engender greater customer loyalty
  4. Motivate different channel behaviors
  5. Promote new products

Tactical Applications of Incentive Channel Programs

  • Resellers - Spike product sales, Identify end-users
  • Contractors - Drive volume, optimize promotions, cross-sell products
  • Exhibitors - Maximize promotion
  • Technicians - Increase margins, dominate a sector
  • Local Agencies - take share from competitors
  • Dealer salespeople - drive share, drive recommendations


01. Understanding Channel management Managing a winning channel incentive program is challenging and requires patience. Find out what the building blocks of a successful program are.
02. Do Channel Incentive Programs Pay Off? Learn how channel programs can help you make the most out of your partnerships and yield lucrative ROIs
03. Channel Incentive Program Objectives and Applications Learn how your program goals and objectives will define your program design and guide you along the way.
04. Channel Incentive Program Application Examples These case studies showcase how companies are successfully using channel incentive programs.
05. The Psychology of Incentives and Motivation Get to know your audience and how do you go about designing a program that speaks to participants’ values?
06. Cash vs. Non-Cash Incentives Cash always seems like an attractive reward. But does it carry the same long-lasting trophy value?
07. Points-Based Incentive Programs Why choose a points-based program? It allows for a flexible structure, and, most importantly, it is measurable.
08. Point Program Participant Segments / Personas After enrolling in a program, participants assume different personas. Explore the various persona types.
09. Incentive Program Study and Benchmarks Compare your initiative program with industry benchmarks.
10. Incentive Program Performance Indicators A look at channel incentive program KPIs and redemption rates.
11. Channel Incentive Program Best Practices A list of best practices that will aid you in launching and maintaining a successful program.
12. Program Considerations and Conclusions Before embarking on a program take these final considerations into account.