Published by Michael Vizard, The VAR Guy. One of the issues that bedevil vendors, solution providers and their sales representatives alike is how to manage SPIFFs. For the most part only larger vendors have the channel resources needed to manage a SPIFF program, which generally are used to provide incentives to partners that sell resell certain products and service by a specific date.
Obviously, sales representatives would be more motivated if there was a simpler way for a much broader number of vendors to create a SPIFF program, not to mention make it easier for sales representatives to participate in multiple SPIFF programs.
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