The 2023 State of Channel Incentives report reveals that 90% of companies view incentives as critical to business strategy, with 89% planning to increase budgets despite economic headwinds. C-suite leaders see incentives as tools for differentiation and partner engagement. While incentives are expanding to influencers and lead-gen teams, implementation lags due to unclear models and internal complexity. Most companies use multiple vendors, face operational inefficiencies, and worry about unclaimed incentive budgets. Strong partner relationships, simple programs, and timely payments drive utilization, while automation and strategic alignment are key to navigating uncertain markets.

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