MicroScope+ Premium Content/MicroScope

When vendors launch the latest iteration of a channel programme, they often claim to be rewarding partners that deliver real commitment and value-add – but, as many can attest, that’s not easy and can be a real challenge. To be brutally honest, claims that programmes reward partners that invest in the knowledge, experience and personnel to provide true value-add frequently unravel over time. We asked a range of vendors and partners for their perspective on the key ingredients for developing programmes that successfully reward partners for adding value. What do vendors need to focus on to ensure they are rewarding channel partners trying to provide value-add to their products and services? Perhaps as importantly, what pitfalls do they need to look out for? Michelle Hodges, senior vice-president of global channels and alliances at Ivanti, says rewarding partners that provide value-add “requires moving beyond outdated incentive structures like partner tier discounts”. She believes vendors should develop tailored partner incentives ...