PARTNERS ’ PERSPECTIVE
of performance data and partner feedback needs to be taken into consideration when making necessary adjustments . There are also regulatory requirements . Vendors need to ensure compliance with new laws by updating programmes accordingly .
“ Reviewing programmes at least once a year with potential for interim adjustments
Traditional volume rebates and incentives have evolved to fit new business models , in today ’ s channel world of software and services . technology lifecycles where programmes may need to be updated annually or biannually in fast-evolving sectors like software and cybersecurity .
Programmes need to be adjusted more frequently if market demand , customer preferences , or competitive landscapes shift rapidly . The use of regular analyses
Anna Wilkins , VP Global Sales Execution , SolarWinds nimble and flexible to introduce partner acceleration elements as technology and specific customer demands evolve .
“ Our point of view at SolarWinds is that partner programmes should be updated typically once a year , possibly twice , depending on shifting market conditions , growth in the market , partner capabilities , and analysis of incentives impact ,” summarizes SolarWinds ’ Wilkins . •
In today ’ s channel ecosystem , where software and services dominate , traditional incentives have evolved to drive partner engagement and sales growth . ensures they remain relevant and supportive of partners ’ needs ,” continues Azzi .
OPSWAT ’ s Porro , advises that mature partner programmes should contain structural elements that foster continuous and sustainable growth , yet are sufficiently
INTELLIGENT TECH CHANNELS 29