SOURCE: Channelinsight

April 25, 2012 08:00 ET

Channelinsight Presents New Research Spotlighting Channel Incentive Programs

Results of Partner Survey Revealed at Baptie Channel Conference Detail What Works, What Doesn't and What Partners Really Want

DENVER, CO--(Marketwire - Apr 25, 2012) - Channelinsight, the leader in channel sales management solutions, today announced that they will present the results of an extensive partner survey at Baptie & Company's Channel Focus North America with Channel Focus Latin America in San Diego. Daniel Hawtof, Channelinsight vice president, product management will present "A Partner Perspective on Incentive Program Best Practice" on Thursday, April 26, 2012 at 4:50 p.m.

The presentation provides an overview of the results of a 2012 survey conducted with 102 IT vendor partners that included a range of VARs, system integrators, distributors, and direct marketing retailers. Employing both quantitative and qualitative research methods, Channelinsight collected and analyzed data that reflects what partners value in an incentive program, as well as partners' level of satisfaction with current vendor partners, with specific insights to what really works and what doesn't work.

"In today's environment, it's incredibly difficult to gather valid data on program specifics to help understand exactly what channel partners need to succeed," said Hawtof. "We spent time talking to partners as well as conducting an online survey to gain insight into this audience. Vendors can now apply these results to the larger channel partner population and use the information to create and implement effective incentive programs that benefit both sides of the partnership."

The results of the survey will explore such topics as: which incentives partners love; which incentives don't work at all from a partner's perspective; the program elements partners need to succeed; and, how well vendors are supporting partners.

Survey participants sold a wide range of products (systems, sub-systems, software and components) from major vendors such as HP, Cisco, Microsoft, IBM, Dell and Apple. Individuals surveyed include owners, presidents, CEOs, VPs, directors and managers.

"These results indicate whether vendors can really change behavior and increase sales through incentive programs," said Hawtof. "It is critical information for any channel-focused organization."

The research study results will be available following the Baptie Conference.

About Channel Focus North America with Channel Focus Latin America
Now in its 15th year, Channel Focus North America with Channel Focus Latin America 2012 is the conference that defines the strategies and tactics leading vendors are using to grow their business.

Over the past 14 years, the conference has built a reputation for sourcing the finest speakers, talking about how they are combining radical new thinking and proven strategies to successfully open up new channels, and redefine existing channel sales and marketing methods.

In short, it is the event for the technology industry that brings together the IT and telecom industries' most effective channel sales and marketing strategists.

Channel Focus is the most important conference of its kind because it provides real thoughts and ideas from people who are actually making them work in North America and Latin America -- today.

About Channelinsight
Channelinsight offers the only complete cloud-based channel sales management solution, providing technology manufacturers with visibility into every partner and every end-customer in every transaction in real-time and allowing them to gain the insight necessary to drive sales and optimize inventory. The company processes over 120 million POS and inventory transactions per year. Channelinsight is backed by Rho Ventures, Sevin Rosen Funds, Sequel Venture Partners and Vedanta Capital, with headquarters in Denver. For more information visit:

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