As a vendor, you understand the importance of recognizing your top channel sales performers, but to say this is the only solution to generating results leaves 75 percent of your partner’s sales organization disengaged. Driving overall performance comes when you develop an incentive program designed for “moving the middle” and shift to an incentive model that focuses, not just on the closed deal, but also on incenting partner-led demand generation, lead management, and early opportunity registration.

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