Incentives, Rebates & Economic Levers

These are among the most influential tools that vendors use to shape partner behavior and drive channel performance.

This is part 2 of a 10-part series, each representing a thematic category covered in the full report.

As margin pressure intensifies and capital becomes more constrained, partners and distributors are no longer evaluating incentives solely on payout levels but also on clarity, timing, attribution, and overall economic impact. Meanwhile, vendors are reassessing whether incentive spending is reinforcing desired outcomes.

This section examines how incentive strategy, execution, and governance are evolving as the channel demands greater discipline, transparency, and measurable return from incentive investments.