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Time To Rethink Channel Incentives And Program Management (CIPM)?

Blog: Forrester BPM Center of Excellence

Channel incentives are used to improve indirect sales performance, orchestrate partners’ behavior, and engender channel loyalty. For decades channel professionals have used channel incentives to drive behavior; whether establishing new behaviors, suppressing old ones, or repositioning partners for a new opportunity. Incentives are also effective in masking deficiencies in business value propositions. Channel […]

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