Keeping channel members motivated is one of the significant challenges in channel management. Profitability is the key driver to channel member satisfaction, but it is not often the only large factor driving motivation. Skilled channel managers make concerted efforts to measure and monitor channel profitability and channel members’ return on investment (ROI).
To boost channel efficiency in a competitive marketplace, brand owners provide a variety of financial and non-financial incentives to motivate channel members. However, solutions that rely on data from the finance department are cumbersome and slow, and channel partners can exploit loopholes and inefficiencies.