Channel Rewards Program Boosts Bottom Line Overview Channel partners are a key element to reaching a broad customer base, and incentives are critical to driving business results. The right incentive program—one that eectively engages partners and maximizes results—is essential. Vistex's client—a leader in printing, personal computing, software, services, and IT infrastructure—had a sales incentive program plagued by a number of problems, including a complex interface, underutilization, fraudulent claims, budget pressures, and a problematic website used to determine sales rebate eligibility. The client attempted to resolve this issue by promoting program incentives through its monthly partner newsletter; however, the promotions would get lost amidst volumes of other content

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