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WHITEPAPER: 5 Guidelines to a Successful SPIFF Program
Vendors recognize the value and necessity of channel partners as their scalable go to the market mechanism. Channel partners provide the means to sell products deep into markets that vendors do not have the ability or resources to reach. But channel partners have lots of choices as to which vendor’s products to sell in competitive situations. So, the challenge for a vendor is: “How do you best drive your channel partners to position your products versus the competition?”. Many vendors use channel SPIFFs or SPIF’s (Sales Performance Incentive Funds) to influence behavior with their channel partner sales teams. But what are SPIFFs and how can you ensure you run a successful SPIFF Program?
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