Driving desired outcomes from your channel ecosystem is challenging for any partner leader. Strategic alignment and joint business planning will not provide the momentum needed for your partners to generate pipeline, lead pre-sales engagements, own project delivery/implementation, provide technical support, or drive product adoption.

Partner incentives play a crucial role in driving behavior within your ecosystem, and a solid partner program should include a wide variety of them. A well-designed partner incentives program must consider how to help your partner become more profitable as a whole and also think about how to motivate teams and individuals within your partners.

By Mauricio Rojas Hacker.