WorkStride partnered with Wakefield Research to survey mid- to large-sized North American manufacturing organizations that go to market via indirect channels. The results of the survey exposed a number of trends among manufacturing organizations with regard to channel incentive programs, including:

• the prevalence of running programs in-house versus outsourcing to a professional channel incentive provider;
• challenges in program administration;
• the impact of channel incentive programs on positive sales results; and
• issues arising from a lack of customization within programs.

This report details the trends relating to promotion types being run, segmentation of program audiences, costs associated with running programs, the impact of communication on program success, and the areas within existing channel incentive programs that can be improved.