Increasing channel sales is the goal of many retailers and service providers. These companies use a number of strategies to entice partners on board and increase partner sales. LifeSize, a high-def video communications/conferencing service and a division of Logitech, found the right incentive mix.
Harnessing 370 channel sales partners, the company boosted its partners 32 percent over the past two quarters, creating a channel partners force of over 1,500 active members in 80 countries.
Part of LifeSize’s incentive strategy included a new product certifications program. This tool provides partners with needed skills and certification to better serve customers and increase sales. The company has been able to certify “more than 1,300 partner sales and technical associates worldwide.” Of the 1,300, over half made it to Expert level. This top level means the partner has gone through “in-depth training on LifeSize products.”
Through the program’s sales incentives, LifeSize channel partners are offered higher-end support, such as inside sales support, better lead distribution, breaks on demo equipment, and much more. The rewards are based on the degree of partner participation and certification.
Director of the Americas channels for LifeSize Dan Sibille noted, “The LifeSize Channel Partner Program is designed to reward and support all classes of partners through value, innovation and commitment, and we are seeing increased interest and opportunities at all levels.” He added, "Working together with our partners, we are delivering the highest quality HD video experiences to customers at an unmatched level of price for performance."