Tech Shortfalls Limit Vendor Incentive Programs

By Dennis McCafferty

Far too many vendors remain "stuck in time" when it comes to deploying tech tools to boost their channel incentive programs, according to a recent report from Parago, a channel-engagement company. The report, "Cut Through the Complexity: Smarter Incentives Drive Results," reveals that the vast majority of incentive programs are carried out via tedious, manual processes. While most vendors would like to increase the reach of these programs, they admit that they lack the solutions or staffing to manage the ensuing data demands. Such resources would enable vendors to reach beyond sales-performance goals and address accomplishments in lead generation, deal registration, training initiatives, business planning efforts and other factors. "If you believe (these activities generate) sales, you should incent it," said Dan Hawtof, vice president of global channel business solutions for Parago. "However, most vendors don't have an effective incentives program in place to do so." Here are highlights from the study.

This article was originally published on 2014-05-19