Insights & Resources

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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.

Sales operations colleagues reviewing printed attainment charts at a conference table
Oct 15, 2026

Quota Attainment Distribution Analysis: How to Diagnose a Broken Comp Plan

Quota attainment distribution analysis shows how every rep performs against quota, not just the team average. This guide explains how…

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Oct 11, 2026

How to Build a Channel Partner Recognition Program (Beyond SPIFFs and Rebates)

Cash incentives drive short-term sales, but recognition builds the status and access that keep partners engaged. This guide covers five…

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Sep 29, 2026

Volume Rebate Tier Structure: 5-Step Guide for Distributors

Designing a volume rebate tier structure that drives distributor behavior requires more than setting attractive rates. This guide covers incremental…

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Sep 29, 2026

Incentive Payout Method Comparison: 3 Best Options for Channel Programs

Choosing between prepaid debit cards, ACH, and paper checks for incentive payouts isn't just an operations decision — it determines…

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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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