The Golden Rule to Channel Partner Success

Did you know, 75% of all sales are made through channel partners? Here’s the catch: companies using this model have no direct control over their resellers. Since channel partners are independent businesses, you can’t just tell them what to do – you have to persuade them. That’s where a smart sales incentive program changes the game.

These programs don’t just drive sales – they influence behavior, build loyalty and create a win-win dynamic. No wonder 48% of companies with over $1 million in sales use non-cash incentives to engage their partners. And the results? Companies running channel incentive programs often see 15%–50% increases in eligible product sales during the program period.

But there is a golden rule for selling through channels – Results come by gaining the discretionary time and attention of your partners and their people.

That’s why non-cash rewards – like travel and merchandise – work so well. They grab attention, motivate action and don’t get confused with compensation. Running an effective program takes planning, time and resources – and that’s where Hinda comes in. Our approach boosts engagement and performance but also fosters long-term loyalty and satisfaction among all stakeholders.

Want to turn your channel partners into your biggest brand champions? We’ve got the strategies, and the experience, to make it happen. Check out our latest article in Sales & Marketing Management or visit Hinda.com to get started!