Channel Partner Commission Structure: A Full Guide To Fair RevShare Compensation By Scaleo

For example, you might need to add software to manage equipment sales, include add-ons to refill consumable components (e.g., ink or fuel) or create special incentives for using branded credit accounts. Most industries are now actively adding subscription-related offerings, such as software, professional services, maintenance plans, white-labeling, custom materials manufacturing, etc. Last year, e-commerce dethroned in-person sales as the top revenue-generating channel among organizations that offer both types of purchasing channels. And a great way to add value to existing programs so partners and buyers don’t shift their wallet share. It’s going to be a key component of the best incentive programs in the future.

These technologies can provide real-time insights, automate routine tasks, and offer personalized support to partners. As businesses increasingly rely on channel partners, expect to see new trends such as personalized partner experiences and deeper integration between partner and vendor systems. Analyzing the return on investment (ROI) of your initiatives allows you to fine-tune your programs for maximum impact. Tracking productivity levels can help identify which partners may need additional support or motivation. By providing insights into customer behavior, market trends, and product performance, you empower your partners to tailor their approach and align more closely with customer needs. These platforms allow you to track partner activities, share resources, and communicate more effectively, ensuring that your partners are always supported.

On the partner side, enabling partners with AI-based solutions for customers is a growing theme. In short, companies are realizing that if they invest in partner success and satisfaction, those partners will be more likely to stay engaged and sell effectively. The organizations investing in AI-powered enablement today are building competitive moats their competitors will struggle to replicate. By 2025, 75% of all global B2B transactions will flow through channel partners—resellers, distributors, affiliates, and other third parties who represent your brand to customers. The way companies sell through channel partners is undergoing a fundamental shift.

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Examples include Tableau and Power BI or built-in analytics within your PRM and CRM. The parallel between partners and customers is strong. If you’re a team covering both partner and internal enablement, start by building internal content. Since our inception, we've noticed revenue teams of all sizes, from early-stage startups to Fortune 500 enterprises, switch over from videos to interactive demos. A larger, cleaner dataset and a proper apples-to-apples comparison of similar deals with and without a demo, to turn these patterns into measurable lift, with industry and company-size cuts. Highspot offers simpler setup and better analytics for smaller partner programs.

Docebo is an AI-powered learning management system (LMS) with powerful channel partner enablement and training capabilities. A partner enablement software solution can be an easy way to channel partner enablement services meet your partners’ needs and make them more effective when dealing with customers. While many in-house salespeople receive sales enablement training sessions, channel partners are typically left to their own devices.

Step #2: Start creating content

Of course, the most basic metric is partner revenue, but there may be others based on your enablement efforts. Yes, online video training is one way, but I've found that partners want their vendors to make them feel special, nurtured, and supported. In my personal experience, however, partners are typically bombarded with product information from companies — sometimes daily.

Our local teams can help take away the stress of establishing in a new market. Over 650 satisfied customers are utilising our Business Support Services globally. We handle your day-to-day accounting, payments and invoicing, monthly reporting, local tax filing and audit support, payroll and HR administration, following local legislation and guidelines.

Built specifically for technology companies, Channeltivity makes it easy to enable your partners and get them ramped up and productive. Retire low-usage content, refresh talk tracks when positioning changes, and keep certification aligned to the capabilities you want partners to deliver. Review partner performance tracking monthly, and run quarterly reviews with key partners to identify friction in onboarding, messaging, and deal execution. Combine quantitative partner enablement metrics with partner feedback to understand why performance changes. Then measure incremental impact using a consistent comparison period.

These ad hoc requests end with you spending hours as a human help desk instead of building your partner program. Boomi was acquired by Dell in 2010, where Rick went on to run the Boomi business for Dell as its general manager, helping grow the organization into the industry leader it is today. Rick brings twenty years of experience in creating category-leading software solutions and companies. Managing channel partners involves setting clear expectations, using PRM systems to monitor performance, maintaining open communication, and providing ongoing support to foster long-term success. A network enablement partner refers to a business or organization that provides tools and infrastructure to support a network of partners, helping them succeed in delivering value to end customers. With the rise of AI and predictive analytics, businesses will be able to anticipate partner needs and provide support before issues arise.

Distribution model balances global and local reach

Leadership starts with self-awareness, and no two leaders are the same. Find curated posts and insights for relevant topics all in one place. The initiative, focused on global systems integrators and technology alliances for now, aims to help bring frontier AI capabilities to the market for security assessments, according to Zscaler. Meanwhile, Zscaler’s Project AI-Guardian initiative is another major example of how the company is seeking to bring partners into the AI security opportunity, executives said.

Forrester’s forecasts span technology, retail, and the global economy — equipping leaders with data-driven insights to guide investment, innovation, and growth strategies. Forrester reveals high-impact innovations, benefit horizons, and use cases. Forrester’s annual Predictions spotlight key trends, technologies, and shifts — helping leaders anticipate what’s next and act confidently. Discover the insights that shape strategy and spark results. Create role-based readiness certifications with clear scoring, evaluation prompts, and calibration rules.

In a volatile economic environment, indirect channels offer a variable-cost model that allows vendors to expand market reach without the capital-intensive overhead of building direct sales teams. Channel partners have become the dominant route to market for B2B organizations. From the rise of Education-Led Growth (ELG) to AI-powered personalization, this data-driven overview reveals how leading organizations are turning partner enablement into their most powerful competitive advantage. Yet only 25-33% of companies have a formal partner education program in place. The gap between companies that invest in partner training and those that don't has never been wider. This article compiles the most impactful partner enablement statistics and trends you need to know for 2026 and beyond.

Channel Sales and Activation Manager

• Finish recording in system one, click "add to existing demo," then capture from system two.
• We can manage your local company establishment, provide a workspace, and support with local staffing and accounting, while also ensuring compliance and common practice.
• Look for partners who are already serving similar customer bases, understand your industry, and can complement your offerings with their own solutions.
• Many channel partners are expanding beyond reselling into services and managed offerings.
• A partner enablement platform equips a company’s channel partners with the necessary resources to effectively promote and sell its products and/or services.

“They’ve always been very partner-friendly,” said Lucas Marquardt, vice president of sales at Houston-based Alchemy Technology Group. Crucially, “our partners have been a very important part of this journey,” Zscaler founder and CEO Jay Chaudhry said Tuesday during his keynote at the conference. The new capabilities give partners a broader framework for AI discovery, access control, endpoint visibility, agent governance and compliance reporting. Instead of waiting for customers to define infrastructure needs, partners can help test use cases, validate architectures, and connect AI projects to networking, storage, compute, security, and lifecycle services. The goal is to help customers validate and scale AI deployments before they move into broader production. HPEFS is reviewing and, where possible, expanding available credit capacity for new and existing customers.

The more materials you can provide upfront, the more empowered your partners will be to position your products effectively. The faster partners can get up and running, the sooner they can start generating revenue. A streamlined onboarding process is key to getting your partners up to speed quickly, as research shows that 70% of partners feel that onboarding processes could be streamlined. Once you've identified your channel partners, ensure both parties are on the same page. Your company’s AI Source of Truth—trusted answers everywhere you work.

“Partners can earn upfront margin on new business and competitive storage takeouts, then add rebates tied to priority solutions and targeted competencies, with total margin potential reaching up to 24 percent. The company is also standardizing new business opportunity incentives for storage, giving partners clearer economics when they replace competitors or bring in new accounts. For sales partners, HPE is aligning incentives across the portfolio and adding rebates tied to deeper expertise, broader solution selling, and new customer wins. The program integration is a key channel step in the HPE-Juniper combination because it changes how partners register deals, build skills, earn incentives, deliver services, and sell across the combined portfolio.