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Best practices, case studies, and industry insights on channel incentives, employee recognition, and performance programs.

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Insights & Resources

Best practices, case studies, and industry perspectives on channel incentives and performance programs.

Sep 16, 2026

Co-Op Marketing Claims Fraud: 6 Proven Validation Checks to Stop It

Co-op marketing claims fraud costs manufacturers up to $1.4 billion a year. Learn the six most common fraud vectors —…

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Sep 9, 2026

Rebate vs Discount B2B: Proven Strategies to Protect Margin

A 10% discount costs 10% of every dollar sold, while a 10% rebate redeemed at 40% costs only about 4%…

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Channel partner newsletter best practices: B2B marketing manager reviewing personalized partner newsletter on laptop with tier progress and SPIFF countdown
Aug 24, 2026

Channel Partner Newsletter Best Practices: 5 Tactics That Drive Incentive Program Participation

Partners juggle 10 to 50 incentive programs but actively participate in only about half, and generic vendor email does nothing…

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Consumer reviewing a digital rebate claim approval on smartphone — digital rebate program manufacturer experience
Aug 12, 2026

Manufacturer-to-Consumer Digital Rebate: Instant vs. Mail-In vs. Post-Purchase Portal

Mail-in rebates redeem near 30% and take six to ten weeks; digital offers average roughly 52% and can pay within…

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SPIFF program ROI metrics — manufacturer sales rep presenting channel incentive performance data to a dealer in a modern automotive showroom
Aug 6, 2026

How to Calculate SPIFF Program ROI: Metrics That Predict Channel Sell-Through

Most SPIFF programs report total sales — not incremental sales. Learn the three metrics that separate profitable programs from payouts…

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Sales operations team reviewing incentive compensation management implementation dashboard in a modern conference room
Jul 28, 2026

ICM System Implementation: A Manufacturer’s 90-Day Rollout Checklist

A manufacturer’s step-by-step 90-day checklist for incentive compensation management implementation: pre-migration data audit, commission rule configuration, and parallel-run validation before…

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HR manager presenting a 5-year employee service award to a smiling employee during a corporate recognition ceremony
Jul 23, 2026

Employee Service Award Program Design: Milestones, Gift Selection, and Tax Treatment

Design a compliant employee service award program with the right milestone intervals, IRS-qualified gift types, budget tiers, and rollout steps.…

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A finance and procurement team reviews a structured rebate management RFP document during a vendor evaluation meeting.
Jul 14, 2026

Rebate Program RFP Template: What to Ask Incentive Technology Vendors

Use this 40-question rebate management RFP template to evaluate incentive technology vendors on claim processing, payout methods, fraud controls, financial…

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Sales leader presenting sales compensation plan change management rollout to reps in a boardroom
Jul 7, 2026

Sales Commission Plan Change Management: Getting Rep Buy-In Before Rollout

Most sales compensation plan redesigns fail in the field — not because the plan is wrong, but because the rollout…

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