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
