How Should Channel Chiefs Respond to Increasing Channel Complexity?

Today’s Channel Chiefs are facing a market landscape that is nothing like even the recent past…

…Channel Chiefs are working to meet these elevated expectations by investing in their channels. According to a survey by the 2112 Group, in 2018 80% of vendors are expanding the number of partners in their programs, 67% are increasing incentive budgets, and 60% are investing more in partner enablement. The net result of their investments is that Channel Chiefs are adding more types of partners and more layers so that they can deliver the right experience in a timely manner. While they may be improving the buyer experience, for many organizations these increased investments have led to a significantly more complex channel. Managing channel sales partners in this increasingly complex market can have a negative impact on revenue and margins due to an increased likelihood of incentive overpayments and price erosion through channel competition…

By David Johnson, Senior Director Product Marketing, Model N

Read the full article, How Should Channel Chiefs Respond to Increasing Channel Complexity?, on modeln.com.