As digital transformation disrupts traditional sales models, channel partners are struggling to align with digitally connected buyers. Points-based rewards programs are an effective tool to shift partner behaviors and promote engagement at individual, team, and company levels. By aligning incentives with partners’ business models and sales cycles, vendors can drive desired actions such as portal usage, content engagement, and lead management. The most effective programs offer tailored, motivating rewards—both cash and non-cash—and reward behaviors throughout the sales journey, not just transactions.

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