Channel Incentive Study

B2B Technology Industry

In 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).