Selecting the Right Metrics to Optimize the ROI of Channel Incentive Programs
The quest for ROI supporting channel programs has never been greater. Various incentives offered at every level of the demand chain to influence behavior at each phase of the transaction represent a large portion of the overall channel budget. The broad range of incentive programs offered by vendors—including MDF, rebates, SPIFs, end-user purchase incentives, and even deal registration—make the challenge of isolating the effectiveness of any one program seem daunting. This eBook is designed for channel marketers as a guide to select and report on the appropriate channel ROI metrics to use as a foundation for launching new programs, or optimizing existing programs.