Partner Incentive Programs

INCENTIVE TYPES

Partner Incentive Options

PARTNER INCENTIVE TYPES

DEAL REGISTRATION BONUSES:
☐ Additional margin on registered deals
☐ Typically +5% discount
☐ Automatic on approval
☐ Encourages early engagement

PERFORMANCE ACCELERATORS:
☐ Quarterly/annual bonuses
☐ Tiered by attainment
☐ 100%: Base bonus
☐ 110%: 1.5x bonus
☐ 120%+: 2x bonus

SPIFF PROGRAMS:
☐ Short-term incentives
☐ Product-specific
☐ Time-limited
☐ Individual seller focus

MDF (Market Development Funds):
☐ Co-marketing investment
☐ Based on revenue %
☐ Activity-based claims
☐ ROI requirements

REBATES:
☐ Volume-based
☐ Quarterly payout
☐ Revenue threshold triggers

Incentive Comparison Matrix

Type	Behavior	Duration	Payout
Deal reg	Early engagement	Ongoing	Per deal
Accelerator	Quota attainment	Quarterly	Lump sum
SPIFF	Specific products	30-90 days	Per deal
MDF	Marketing	Ongoing	Activity
Rebate	Volume	Quarterly	% revenue

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PROGRAM DESIGN

Incentive Program Framework

INCENTIVE PROGRAM DESIGN

PROGRAM OBJECTIVES:
☐ Increase deal registration
☐ Accelerate new product sales
☐ Improve win rates
☐ Drive specific behavior

PROGRAM STRUCTURE:
Name: _______________
Duration: _______________
Eligibility: _______________
Budget: $___________

INCENTIVE MECHANICS:
Trigger: _______________
Payout amount: $_____ or _____%
Payout timing: _______________
Cap per partner: $___________

REQUIREMENTS:
☐ Deal registration required
☐ Certification required
☐ Documentation required
☐ Approval process

SUCCESS METRICS:
Target behavior increase: _____%
Target revenue impact: $_____
Program ROI target: _____x

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ADMINISTRATION

Incentive Administration Process

INCENTIVE PROGRAM ADMINISTRATION

COMMUNICATION:
☐ Program announcement
☐ Rules documentation
☐ Portal visibility
☐ Progress tracking
☐ Payout notification

TRACKING:
☐ Eligibility verification
☐ Achievement tracking
☐ Payout calculation
☐ Dispute resolution

PAYOUT PROCESS:
☐ Achievement verification
☐ Finance approval
☐ Payout processing
☐ Partner notification
☐ Tax documentation

REPORTING:
☐ Program enrollment
☐ Achievement status
☐ Payout summary
☐ ROI analysis

Program Calendar

Program	Start	End	Status

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MEASUREMENT

Incentive ROI Analysis

INCENTIVE PROGRAM ROI

INVESTMENT:
Total payout: $_________
Administration cost: $_________
Total investment: $_________

RESULTS:
Behavior change: _____%
Revenue impact: $_________
Deals influenced: _____
Partners participating: _____

ROI CALCULATION:
Revenue attributed: $_________
÷ Total investment: $_________
= Program ROI: _____x

OPTIMIZATION:
☐ High ROI programs → Expand
☐ Low ROI programs → Modify or end
☐ New opportunities identified
☐ Partner feedback incorporated

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Quick Reference: Which Resource for Which Challenge

Challenge	Recommended Resources
"Building partner program"	#367, #370
"Recruiting partners"	#368, #376
"Partners not selling"	#369, #372
"Deal reg conflicts"	#371, #377
"Partner marketing weak"	#373
"Partner underperformance"	#374, #381
"Technology partnerships"	#375

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Every resource built to the Human Standard. Every resource designed to build a partner ecosystem that multiplies your reach.