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Thought Leadership

  • A woman in a gray dress smiles and gestures while holding a tablet, giving a presentation to a seated audience in a modern, plant-filled room.

    Article

    Why simple channel incentive programs perform better

    Channel incentive programs are often designed with good intentions but too much complexity. Layers of tiers, conditional rules, exceptions, multipliers, claims processes, and qualification criteria can make a program look sophisticated, yet feel unusable to partners. They are often also rooted in what the brand believes is how the partner works or is driven. In […]

  • Five people sit around a table in a modern office, having a discussion. One woman stands and smiles while speaking to the group. Laptops and notebooks are on the table, and sunlight streams through a large window.

    Article

    Why MDF and rebates aren’t enough in channel incentives

    Marketing Development Funds (MDF) and rebates are staples of channel programs. They support marketing execution, protect margins, and contribute to partner profitability. They matter, but they are not enough on their own to create measurable business results. In many APAC markets, where channel ecosystems are still developing and program investment is often more constrained, relying on these […]

  • Article

    Boost channel incentive engagement through better communication

    A well-designed incentive program can still fail if partners rarely hear about it. In a partner ecosystem where multiple vendors compete for attention, visibility is not a ‘nice-to-have’, it is the difference between participation and indifference. Under communication is one of the most consistent reasons programs underperform: partners simply forget they exist. This article explores […]

  • Four people standing in a circle give each other a high-five, smiling and appearing happy. The photo is taken from above, showing their faces and raised hands as they celebrate together.

    Article

    Why you should reward more than the sale in channel incentives

    Treating incentives as if they exist only to push the deal over the line or offer competitive financial advantage, is a fast way to limit program impact. Transaction only rewards drive short-term behavior and overlook the activities that drive additional revenue: capability building, solution design, presales influence, and post-sale retention. In many APAC markets, where […]

  • Four people gather in a modern office, smiling and looking at a laptop. Colorful sticky notes cover the glass wall behind them, and one person holds a notebook while another gestures to the laptop screen.

    Article

    Why insight must lead channel incentive program design

    Every effective incentive program begins with a simple question: ‘What do our partners actually feel?’   In APAC, that question matters even more. Many channel ecosystems are still developing, and the level of investment partners can make in structured programs is often lower than in central hubs across mature regions like EMEA. Too many programs are still designed centrally and deployed across APAC markets with minimal localization. These programs are driven by […]

  • An infographic with eight sections—Operational Excellence, Rewards & Incentives, Recognition, Learning, Brand Affinity, Comms, Wellbeing, and Events—showcasing how channel incentives can boost performance across all areas.

    Article

    How to create frictionless channel incentive programs

    Whether your incentive objective is stretching the top 20% of performers, or driving incremental performance of the middle ground, the engagement of your target audience is the first challenge that any incentive designer must overcome. A common assumption is that this is simply achieved by curating the right reward selection. After all, the right attractive […]

  • A stressed woman in business attire sits at a desk with a laptop and coffee, while multiple hands surround her holding charts, a notebook, a phone, and an alarm clock, overwhelming her with tasks.

    Article

    Your Managers Are Disengaged Too. Here’s Why It Matters

    According to Gallup’s 2026 State of the Global Workplace report, only 22% of managers were engaged at work in 2025.  But the real risk is not just disengaged managers. It’s the ripple effect they create across the organization. Managers shape the day-to-day employee experience, making this disengagement incredibly harmful to teams.   Disengaged managers create disengaged […]

  • A group of five business professionals sits around a table in a modern office, engaged in a lively discussion. They are smiling and appear to be collaborating, with laptops, papers, and pens visible on the table.

    Article

    Asia-Pacific’s Engagement Crisis: Why 75% of Employees Are Checked Out and What Leaders Must Do Now

    Employee engagement across Asia-Pacific is declining at a time when businesses need it most.  According to Gallup’s 2026 State of the Global Workplace report, 75% of employees in Southeast Asia are not engaged or are actively disengaged at work.  For organizations operating in high growth markets, this presents a serious challenge. Engagement is directly tied to employee […]

  • An open book on top of a stack of closed books with a wooden background. Text reads: motivation, noun, 1. The general desire or willingness of someone to do something.

    Article

    5 ways to inspire sales motivation

    Motivation is sometimes defined as the general desire or willingness of someone to do something. For some people, motivation comes naturally; it’s intrinsic. For others, it’s extrinsic; they need a little help.