Channel Incentive Study

B2B Technology Industry

IncentiveReport_graphic.pngIn CCI's 2010 channel incentive study, we surveyed both the vendor community and its channel partners to assess the utilization of various incentive program types and their relative importance and/or effectiveness. The incentive programs spanned a broad range to include: Co-op/MDF, SPIF programs, rebates, opportunity management rewards, trade-in programs, and end-user purchase rebates. Separate surveys were tailored for vendor and partner audiences with the goal of identifying similarities as well as differences between the two (manufacturers/vendors and their channel partners).