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The Incentive Research Foundation has compiled a go-to list of resources for planning channel partner incentives.
"Designing an effective channel incentive strategy needs to reinforce the sales processes, highlight product information and reinforce the sponsoring company’s value proposition. It’s about helping channel partners and their salespeople sell effectively, while answering, 'What's in it for me?'"
If incentive travel in general or a certain destination in particular did not have appeal, the channel incentive program is less likely to succeed.