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Partner Channel
Incentives Redesign
MobileForce Inc.
Bellevue,WA
March 2014
+
Three Pronged Approach
Customize incent programs via BAS/BIS approach to
classify partners and their reps
• Design Acquisition driving incentives for BAS profile
• Design Retention driving incentives for BIS profile
Use Predictive Analytics to reveal performance drivers
• Breakdown attainment to drivers such as face time with customers,
use of digital marketing strategy, multi channel sales, CPEs gained…
• Design success yardsticks and incentives at predictive factor level
Redesign Channel Partner Compensation
• Introduce residual monthly compensation formula that rewards base
contract revenues
• Introduce an attainment model of compensation based on Net
Revenues or Market Invest efficiency

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Channel Incentives Re-design

  • 2. + Three Pronged Approach Customize incent programs via BAS/BIS approach to classify partners and their reps • Design Acquisition driving incentives for BAS profile • Design Retention driving incentives for BIS profile Use Predictive Analytics to reveal performance drivers • Breakdown attainment to drivers such as face time with customers, use of digital marketing strategy, multi channel sales, CPEs gained… • Design success yardsticks and incentives at predictive factor level Redesign Channel Partner Compensation • Introduce residual monthly compensation formula that rewards base contract revenues • Introduce an attainment model of compensation based on Net Revenues or Market Invest efficiency