Australia (English)

Thought Leadership

  • A woman looking thoughtful next to text that reads, Are your channel incentives changing behavior or only rewarding the final result?.

    Article

    Winning channel partner mindshare

    Channel programs often assume the surest way to get more attention from partners is to put more money at the end of the sale. That logic made sense when vendors were competing primarily on payout. It’s much less useful now that partners are juggling nearly nine vendor programs on average, each asking for training, pipeline development, customer conversations, and other demands.

  • A woman holding a laptop and a man pointing at the screen, with the text Dont ask what people want. Design something worth working toward. overlayed.

    Article

    The problem with money

    The research is clear. If you inspire people, they are more likely to rise to the challenge. Cash compensates. Inspiration motivates. If you want people to stretch, don’t just ask what they want. Design a reward they can anticipate, experience, remember, and retell.

  • Two workers in blue uniforms and hard hats operate machinery in a factory.

    Article

    Why customer value should shape your incentive strategy

    Customer value isn’t created when a customer buys from you. It’s created when they stay. Discover how non-sales teams create customer value through retention, adoption and renewals, and why those behaviours should shape your incentive strategy.

  • A blurred audience faces a speaker at the front of a room, with colorful lights and a presentation screen in the background, suggesting a conference or seminar setting.

    Article

    Is your annual SKO your launchpad…or a liability?

    Every year, thousands of companies spend millions of dollars bringing their sales teams together for the annual sales kick off (SKO). And they do it for one simple reason: your competition is trying to take your business every single day.

  • A pair of hands gently holding several small, blue human-shaped figures, representing people, against a blurred purple and blue background. An orange triangle with a white checkmark is in the lower right corner.

    Article

    Business outcomes: Recognition that delivers results

    When organizations recognize both performance and results, they don’t just build stronger teams. They build stronger businesses.

  • A hand holds a circular object featuring a yellow star against a gradient background of orange, red, and black, with space on the left for text.

    Article

    How AI is reshaping career milestones

    Most organizations don’t have a career milestone problem. They have a visibility and consistency problem.

  • A woman smiles while looking into a box. On the left, two yellow suitcases, a smartwatch, and photos of people traveling or camping are arranged against a dark background.

    Article

    Inspiration vs. compensation

    While employees often say they want cash, their behavior tells a different story. When companies balance monetary rewards with personalized, aspirational recognition, they don’t just compensate employees, they inspire them.