What can you do to build a profitable rewards program?

Posted by Harte Onewein

Jul 24, 2014 10:45:20 AM

Loyalty and rewards programs are adapting to keep up with the shift partners are making to cloud and hybrid selling. As partners modify their business models to provide customers with the solutions they expect, many fail to make the transition, leaving vendors with less viable partners to work with. In this blog post, I’m going to share a couple tips to help you create a profitable rewards program.

Understand your partners’ different business models

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Topics: rewards, loyalty, Author

Changing the Game

Posted by Geoff Smith

Jul 17, 2014 2:01:53 PM

If you have been in a channel sales or marketing role for any length of time, you know that we are in the midst of unprecedented change and opportunity in both B2B and B2C. The “age of the consumer” and their ability to gather info rapidly and control the sales process has forever changed the fundamental engagement model. Some would argue that the traditional line between B2B and B2C is gone altogether. 

No matter your persuasion, I think we can all agree that for any business to remain relevant, one can never rest because the pace of business innovation and communication is approaching light speed. When a simple tweet, viral video, pic or new mobile app can trigger opportunity or crisis overnight, “business as usual” has become a distant memory. Never has it been more important for manufacturers, resellers and partners to distinguish themselves within their market.  

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Topics: channel

Top 3 Questions from Our B2B Incentive & Loyalty Webinar (Part 3)

Posted by Claudio Ayub

Jul 10, 2014 1:12:00 PM

This week I address the third most asked question from our recent global incentives & loyalty webinar:

“How do I design a loyalty rewards program for a Cloud-based sales channel, where the big transactions are replaced by smaller recurring revenue transactions, and transactions after the sale closes, such as additional subscriptions and renewals?”

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Topics: rewards, Incentives, rewards program

Measure Twice. Cut Once.

Posted by Karen Strub VP Client Services

Jun 26, 2014 12:29:00 PM

The above axiom is as appropriate to partner program decision-making as it is to carpentry, sewing or bridge-building. While we don’t need to measure the same program element twice, we should measure the elements that lead to the desired result as well as the result itself. Measure twice.

Partner program budgets aren’t growing. At best, budgets are flat. This simply underscores the need to optimize incentive spending. Targeting the right incentives to high-performing or up-and-coming partners remains a key priority for our clients. However this is not an easy task – as programs grow so does the complexity and the amount of data required to evaluate the incentive mix. Also, many organizations lack data scientists with experience in conducting an analysis of this type. 

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Topics: Partner Marketing

Top 3 Questions from Our B2B Incentive & Loyalty Webinar (Part 2)

Posted by Claudio Ayub

Jun 19, 2014 1:24:59 PM

This week I will answer question #2 from our recent Incentives & Loyalty webinar:

What features/functionality should I look for in a single incentive platform that will enable me to efficiently and effectively manage multiple concurrent promotions differently in multiple regions and countries?

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Top 3 Questions From Our B2B Incentive & Loyalty Webinar (Part 1)

Posted by Claudio Ayub

Jun 12, 2014 1:12:00 PM

Thanks to those who attended our recent webinar on successfully launching and managing a global incentive program through the channel. While we answered several questions during the webinar, we unfortunately didn’t have time to answer them all.

We received many questions after the webinar and I grouped them into the following three most asked-about categories:

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Topics: Incentives, loyalty

What does the Joint Marketing Process Look Like?

Posted by Harte Onewein

Jun 5, 2014 1:52:00 PM

The Joint Marketing Planning process can be seem a bit confusing and time consuming at first, but the benefits of planning with your partners is well-worth the investment. If it’s a new activity for you, you’ll be amazed by the ability it gives you and your partners to mutually drive positive business outcomes. The process gives partners a more active role in planning their marketing activities and promotional allowance spending. When partners feel more engaged and are treated as a true partner instead of merely an extension of you sales force their happiness and loyalty increase. Joint Marketing Planning can help you:

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Topics: partner enablement

Partner Experience is King: 5 Pitfalls to Avoid

Posted by Harte Onewein

May 29, 2014 1:19:37 PM

The partner experience you provide can set your programs apart from the competition. It may seem like common sense, but the way users interact with your programs is important. Most companies spend the lion’s share of their time adding more features and or extending functionality when they may be able to generate the most benefit by thinking about their programs from a partner’s perspective. Is it easy to use? Is onboarding easy? Does the vendor keep me updated on program changes? Do they provide an account manager and sa

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Topics: partner program, Channel Strategy

What does it really take to optimize ROI for your MDF program?

Posted by Craig DeWolf

May 22, 2014 3:24:00 PM

Optimizing ROI is one of the biggest challenges in channel marketing today. So much so, that many marketers have given up completely. They simply consider their MDF program a “cost of doing business” and only have one because competition does. Certainly, this is not the right reason to run a program, and your MDF program CAN be a productive marketing tool, if it's run correctly. To that end, let’s cut to this quick list that will help you get there.

1.) Joint marketing planning: We often articulate the value of Joint Marketing Planning (JMP) or Joint Business Planning. I could spend

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Topics: MDF/Co-op program, Author

MDF & Co-op program metrics – a handy list!

Posted by Andrea Couzens

May 16, 2014 8:13:00 AM

Like all marketing activities, metrics are critical to understanding what works and what doesn’t. Different program stakeholders—from partners and program managers to marketing directors and executives—need different kinds of information. In a world awash in data, it’s important to remember that metrics are most valuable if they help determine trends rather than just illustrating past performance. Design your MDF and Co-op program with specific metrics in mind that are important to stakeholders. This will help you build a program foundation that promotes accurate analysis and program transparency.

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Topics: MDF/Co-op program, Author, Analytics and ROI

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