{"id":8849,"date":"2026-02-12T11:37:15","date_gmt":"2026-02-12T11:37:15","guid":{"rendered":"https:\/\/www.biworldwide.com\/uk\/?p=8849"},"modified":"2026-03-19T13:42:53","modified_gmt":"2026-03-19T13:42:53","slug":"why-you-should-reward-more-than-the-sale-in-channel-incentives","status":"publish","type":"post","link":"https:\/\/www.biworldwide.com\/uk\/our-work\/blog\/why-you-should-reward-more-than-the-sale-in-channel-incentives\/","title":{"rendered":"Why you should reward more than the sale in channel incentives"},"content":{"rendered":"<div class=\" has-content-align-left has-overlay has-overlay--dark alignwide wp-block-biw-block-theme-hero\">\n\t<div class=\"biw-hero__grid\">\n\t\t\t\t\t<div class=\"biw-hero__breadcrumbs\">\n\t\t\t\t<div id=\"breadcrumbs\" class=\"breadcrumb-nav__wrapper\"><span class=\"breadcrumb-nav\"><span><a href=\"https:\/\/www.biworldwide.com\/uk\/\">Home<\/a><\/span><\/span><\/div>\t\t\t<\/div>\n\t\t\n\t\t\t\t\t<div class=\"biw-hero__media has-dynamic-border-radius\">\n\t\t\t\t\t\t\t\t\t<div class=\"biw-hero__overlay overlay-dark\"><\/div>\n\t\t\t\t\t\t\t\t<img loading=\"lazy\" decoding=\"async\" width=\"1920\" height=\"1080\" src=\"https:\/\/www.biworldwide.com\/uk\/wp-content\/uploads\/sites\/16\/2026\/01\/website-banners-5.png\" class=\"biw-hero__bg-image\" alt=\"Photograph of woman at desk representing the need to reward more than sales in channel performance incentives\" style=\"object-position: 71% 41%;\" srcset=\"https:\/\/www.biworldwide.com\/uk\/wp-content\/uploads\/sites\/16\/2026\/01\/website-banners-5.png 1920w, https:\/\/www.biworldwide.com\/uk\/wp-content\/uploads\/sites\/16\/2026\/01\/website-banners-5-300x169.png 300w, https:\/\/www.biworldwide.com\/uk\/wp-content\/uploads\/sites\/16\/2026\/01\/website-banners-5-1024x576.png 1024w, https:\/\/www.biworldwide.com\/uk\/wp-content\/uploads\/sites\/16\/2026\/01\/website-banners-5-768x432.png 768w, https:\/\/www.biworldwide.com\/uk\/wp-content\/uploads\/sites\/16\/2026\/01\/website-banners-5-1536x864.png 1536w\" sizes=\"auto, (max-width: 1920px) 100vw, 1920px\" \/>\t\t\t<\/div>\n\t\t\t\t<div class=\"biw-hero__content\">\n\t\t\t\t\t\t<h1 class=\"biw-hero__title\" style=\"line-height: 1.2\">\n\t\t\t\tWhy you should reward more than the sale in channel incentives\t\t\t<\/h1>\n\t\t\t\t\t\t\t<h2 class=\"biw-hero__subtitle\">\n\t\t\t\t\t<strong>Transactional incentives limit impact. Learn how to motivate the behaviours that create revenue &#8211; enablement, presales, adoption &#8211; and build lasting loyalty.<\/strong>\t\t\t\t<\/h2>\n\t\t\t\t\t\t\t\t\t\t<div class=\"biw-hero__text\">\n\t\t\t\t\t\n\n<div class=\"wp-block-button is-style-fill\"><a class=\"wp-block-button__link wp-element-button\" href=\"#\">Let&#8217;s Talk<\/a><\/div>\n\n\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\t<div class=\"biw-hero__experts\">\n\t\t\t\t\t\t\t\t\t\t\t<span class=\"biw-hero__expert\">\n\t\t\t\t\t\t\tDeborah Watson\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<span class=\"biw-hero__expert-title\">, International Sales &amp; Channel Incentive Strategy Leader, BI WORLDWIDE EMEA<\/span>\n\t\t\t\t\t\t\t\t\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t\t<a href=\"#related-experts\" class=\"biw-hero__experts-link\">More about the author<\/a>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t<\/div>\n<\/div>\n\n\n\n<div class=\"wp-block-group alignwide has-global-padding is-layout-constrained wp-block-group-is-layout-constrained\">\n<p>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 programme impact. Transaction only rewards drive short-term behaviour and overlook the activities that drive additional revenue: capability building, solution design, presales influence, and post-sale retention.<\/p>\n\n\n\n<p>This article explores why transactional incentives fall short and how to design a balanced model that motivates both the <strong>partner business<\/strong> and the <strong>individuals<\/strong> who shape customer outcomes.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\">Why transactional incentives miss the mark<\/h2>\n\n\n<div class=\" has-dynamic-border-radius has-image-size-cover has-image-radius-none wp-block-biw-block-theme-biw-card\">\n\t\t<div class=\"biw-card__content\">\n\t\t<h3 class=\"biw-card__title\">\n\t\t\t\t\t\t\t<strong>1) They narrow motivation to \u2018endpoints\u2019<\/strong>\t\t\t\t\t<\/h3>\n\t\t<div class=\"biw-card__text\">\n\n<p>If the only recognition comes at the PO or invoice stage, partners optimise for closing, often through discounting, rather than for quality selling, solution fit, or lifetime value. Important early-stage behaviours (registering viable deals, enabling the team, creating POCs) get deprioritised because they\u2019re invisible to the reward system.<\/p>\n\n\n\n<p><strong>Design suggestion:<\/strong> Include leading indicator rewards so momentum pays off before the sale is booked.<\/p>\n\n<\/div>\n\t<\/div>\n\t<\/div>\n\n<div class=\" has-dynamic-border-radius has-image-size-cover has-image-radius-none wp-block-biw-block-theme-biw-card\">\n\t\t<div class=\"biw-card__content\">\n\t\t<h3 class=\"biw-card__title\">\n\t\t\t\t\t\t\t<strong>2) They ignore the human layer<\/strong>\t\t\t\t\t<\/h3>\n\t\t<div class=\"biw-card__text\">\n\n<p>MDF and rebates mostly strengthen the <strong>partner company<\/strong>. They don\u2019t directly motivate sales reps, pre\u2011sales engineers, technical architects, or service teams (the people who influence customers every day). Expecting exceptional performance without personal recognition is like paying only base salary and hoping for discretionary effort.<\/p>\n\n\n\n<p><strong>Design suggestion:<\/strong> Pair company level rebates with <strong>role based<\/strong> and <strong>individual<\/strong> recognition and rewards.<\/p>\n\n<\/div>\n\t<\/div>\n\t<\/div>\n\n<div class=\" has-dynamic-border-radius has-image-size-cover has-image-radius-none wp-block-biw-block-theme-biw-card\">\n\t\t<div class=\"biw-card__content\">\n\t\t<h3 class=\"biw-card__title\">\n\t\t\t\t\t\t\t<strong>3) They create fragile loyalty<\/strong>\t\t\t\t\t<\/h3>\n\t\t<div class=\"biw-card__text\">\n\n<p>When programmes are entirely financial and transaction bound, partners compare brands on price, rebate, or MDF availability. That encourages switching and \u2018best offer\u2019 behaviour rather than brand preference and advocacy.<\/p>\n\n\n\n<p><strong>Design implication:<\/strong> Blend financial tools with recognition, access, learning, and community to create reasons to prefer you, not just transact with you.<\/p>\n\n<\/div>\n\t<\/div>\n\t<\/div>\n\n\n<hr class=\"wp-block-separator has-alpha-channel-opacity\" \/>\n\n\n\n<div style=\"height:26px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h2 class=\"wp-block-heading\">What to reward beyond the transaction<\/h2>\n\n\n\n<p>A resilient incentive design recognises <strong>progress<\/strong> (leading behaviours)<strong> and<\/strong> <strong>outcomes<\/strong> (revenue). That balance keeps motivation high across long sales cycles and complex solutions.<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li><strong>Progress tactics:<\/strong> best improver, micro rewards, balanced scorecard<\/li>\n\n\n\n<li><strong>Outcome tactics:<\/strong> leader boards, goal achievement, per transaction points<\/li>\n<\/ul>\n\n\n\n<p>Reward the actions that create pipeline quality, accelerate decisions, and improve customer outcomes. Think in <strong>workstreams<\/strong> that map to the customer journey. &nbsp;Some ideas could include:<\/p>\n\n\n\n<div class=\"wp-block-group is-layout-grid wp-container-core-group-is-layout-988b637e wp-block-group-is-layout-grid\"><div class=\" has-dynamic-border-radius has-image-size-cover has-image-radius-none wp-block-biw-block-theme-biw-card\">\n\t\t<div class=\"biw-card__content\">\n\t\t<h3 class=\"biw-card__title\">\n\t\t\t\t\t\t\tPre\u2011sale\t\t\t\t\t<\/h3>\n\t\t<div class=\"biw-card__text\">\n\n<ul class=\"wp-block-list\">\n<li><strong>Deal registration quality<\/strong> (completeness, verified timeline)<\/li>\n\n\n\n<li><strong>Discovery depth<\/strong> and solution qualification<\/li>\n\n\n\n<li><strong>Demo\/POC set\u2011up<\/strong> and conversion to next stage<\/li>\n<\/ul>\n\n<\/div>\n\t<\/div>\n\t<\/div>\n\n<div class=\" has-dynamic-border-radius has-image-size-cover has-image-radius-none wp-block-biw-block-theme-biw-card\">\n\t\t<div class=\"biw-card__content\">\n\t\t<h3 class=\"biw-card__title\">\n\t\t\t\t\t\t\tEnablement\t\t\t\t\t<\/h3>\n\t\t<div class=\"biw-card__text\">\n\n<ul class=\"wp-block-list\">\n<li><strong>Role based certifications<\/strong> (sales, presales, delivery, CS)<\/li>\n\n\n\n<li><strong>Playbook adoption<\/strong> (use of mutual action plans, value calculators)<\/li>\n\n\n\n<li><strong>Campaign execution quality<\/strong> (MDF utilisation effectiveness, not just spend)<\/li>\n<\/ul>\n\n<\/div>\n\t<\/div>\n\t<\/div>\n\n<div class=\" has-dynamic-border-radius has-image-size-cover has-image-radius-none wp-block-biw-block-theme-biw-card\">\n\t\t<div class=\"biw-card__content\">\n\t\t<h3 class=\"biw-card__title\">\n\t\t\t\t\t\t\tPost sale \/ Customer success\t\t\t\t\t<\/h3>\n\t\t<div class=\"biw-card__text\">\n\n<ul class=\"wp-block-list\">\n<li><strong>Time to value<\/strong> milestones achieved<\/li>\n\n\n\n<li><strong>Adoption thresholds<\/strong> (e.g., active users, feature utilisation)<\/li>\n\n\n\n<li><strong>Renewal readiness<\/strong> actions (QBRs completed, success plans in place)<\/li>\n\n\n\n<li><strong>Expansion signals<\/strong> (land and expand motions initiated)<\/li>\n<\/ul>\n\n<\/div>\n\t<\/div>\n\t<\/div><\/div>\n\n\n\n<p>If it moves the customer forward or improves experience, it\u2019s rewardable.<\/p>\n\n\n\n<hr class=\"wp-block-separator has-alpha-channel-opacity\" \/>\n\n\n\n<div style=\"height:31px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h2 class=\"wp-block-heading\">Apply a total rewards lens (without over\u2011engineering it)<\/h2>\n\n\n\n<p>One approach we use at BI WORLDWIDE is to apply a <strong>total rewards<\/strong> perspective to channel loyalty. It complements MDF and rebates by recognising both the <strong>business<\/strong> and the <strong>people<\/strong>.<\/p>\n\n\n\n<figure class=\"wp-block-image size-full\"><img loading=\"lazy\" decoding=\"async\" width=\"1024\" height=\"512\" src=\"https:\/\/www.biworldwide.com\/uk\/wp-content\/uploads\/sites\/16\/2026\/02\/Blog-share-images.png\" alt=\"A flowchart with five colorful sections showing reward types: Top performer recognition, Tactical incentives, Outcome based rewards, MDF\/Co-op budgets, and Rebate \u2013 business level, each with brief descriptions and icons.\" class=\"wp-image-8845\" style=\"aspect-ratio:16\/9;object-fit:cover\" srcset=\"https:\/\/www.biworldwide.com\/uk\/wp-content\/uploads\/sites\/16\/2026\/02\/Blog-share-images.png 1024w, https:\/\/www.biworldwide.com\/uk\/wp-content\/uploads\/sites\/16\/2026\/02\/Blog-share-images-300x150.png 300w, https:\/\/www.biworldwide.com\/uk\/wp-content\/uploads\/sites\/16\/2026\/02\/Blog-share-images-768x384.png 768w\" sizes=\"auto, (max-width: 1024px) 100vw, 1024px\" \/><\/figure>\n\n\n\n<h3 class=\"wp-block-heading\">Total rewards levers to consider:<\/h3>\n\n\n\n<ul class=\"wp-block-list\">\n<li><strong>Achievement and recognition:<\/strong> public leaderboards, peer shout\u2011outs, award moments<\/li>\n\n\n\n<li><strong>Growth and mastery:<\/strong> funded certifications, learning pathways, specialist badges<\/li>\n\n\n\n<li><strong>Experience and access:<\/strong> exclusive briefings, roadmap previews, co-marketing features<\/li>\n\n\n\n<li><strong>Meaningful rewards:<\/strong> choice-based marketplaces, experiential rewards, team incentives<\/li>\n\n\n\n<li><strong>Financials (still vital):<\/strong> rebates, margin boosters, stackable accelerators<\/li>\n<\/ul>\n\n\n\n<p>Balance these levers against your programme\u2019s goals and partner maturity. The outcome is a more human, memorable experience that builds loyalty, not just throughput.<\/p>\n\n\n\n<hr class=\"wp-block-separator has-alpha-channel-opacity\" \/>\n\n\n\n<h2 class=\"wp-block-heading\">Avoid these common traps<\/h2>\n\n\n\n<ul class=\"wp-block-list\">\n<li><strong>Paying for activity, not quality:<\/strong> Define quality gates (e.g., demo scheduled <em>and<\/em> completed with decision maker).<\/li>\n\n\n\n<li><strong>Ignoring role clarity:<\/strong> If everyone is eligible for everything, no one feels responsible for anything.<\/li>\n\n\n\n<li><strong>Over\u2011complicating claims:<\/strong> If proof is painful, participation will drop.<\/li>\n\n\n\n<li><strong>One reward for all regions:<\/strong> Calibrate by market maturity and deal size.<\/li>\n\n\n\n<li><strong>No communications plan:<\/strong> Behaviour change needs sustained visibility<\/li>\n<\/ul>\n\n\n\n<hr class=\"wp-block-separator has-alpha-channel-opacity\" \/>\n\n\n\n<div style=\"height:34px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\">Reward the work that creates the win<\/h3>\n\n\n\n<p>When you reward the work that creates value, before, and after the transaction, you build a programme partners want to engage with and a pipeline you can trust.<\/p>\n\n\n\n<h4 class=\"wp-block-heading\">Explore the full blog series<\/h4>\n\n\n\n<p>Dive into the full blog series to see the most common channel incentive design pitfalls and how to avoid them with simplicity, clarity, and partner\u2011focused design:<\/p>\n\n\n\n<div class=\"wp-block-group is-layout-grid wp-container-core-group-is-layout-acc8bb78 wp-block-group-is-layout-grid\"><div style=\"--aspectRatio: 16\/9;\" class=\" has-dynamic-border-radius biw-card__media-type-image has-image-border-radius has-link has-image-size-cover wp-block-biw-block-theme-biw-media-card has-text-align-center\">\n\t\t\t<figure class=\"biw-card__media-wrapper\" data-alignment=\"center center\">\n\t\t\t<img loading=\"lazy\" decoding=\"async\" width=\"1920\" height=\"1080\" src=\"https:\/\/www.biworldwide.com\/uk\/wp-content\/uploads\/sites\/16\/2026\/01\/website-banners-4-1.png\" class=\"biw-card__image\" alt=\"A woman with curly hair, wearing a yellow top, smiles while working on a laptop at a desk. There is a glass of beverage beside her, and the background has colorful geometric shapes and a modern office setting.\" style=\"object-position:50% 50%;\" srcset=\"https:\/\/www.biworldwide.com\/uk\/wp-content\/uploads\/sites\/16\/2026\/01\/website-banners-4-1.png 1920w, https:\/\/www.biworldwide.com\/uk\/wp-content\/uploads\/sites\/16\/2026\/01\/website-banners-4-1-300x169.png 300w, https:\/\/www.biworldwide.com\/uk\/wp-content\/uploads\/sites\/16\/2026\/01\/website-banners-4-1-1024x576.png 1024w, https:\/\/www.biworldwide.com\/uk\/wp-content\/uploads\/sites\/16\/2026\/01\/website-banners-4-1-768x432.png 768w, https:\/\/www.biworldwide.com\/uk\/wp-content\/uploads\/sites\/16\/2026\/01\/website-banners-4-1-1536x864.png 1536w\" sizes=\"auto, (max-width: 1920px) 100vw, 1920px\" \/>\t\t<\/figure>\n\t\t<div class=\"biw-card__content\">\n\t\t<h2 class=\"biw-card__title\">\n\t\t\t\t\t\t\t<a href=\"https:\/\/www.biworldwide.com\/uk\/our-work\/blog\/why-insight-must-lead-channel-incentive-programme-design\/\" >\n\t\t\t\t<strong>Why insight must lead channel incentive programme design<\/strong>\t\t\t\t<\/a>\n\t\t\t\t\t<\/h2>\n\t\t\t\t\t<div class=\"biw-card__text\"><p>Build channel incentives on evidence, not assumptions. Learn how insight, segmentation and fit drive partner engagement, performance and loyalty<br><strong>\u00a0<\/strong><\/p><\/div>\n\t\t\t<\/div>\n\t\t\t<span class=\"biw-card__cta\">Learn More<\/span>\n\t<\/div>\n\n<div style=\"--aspectRatio: 16\/9;\" class=\" has-dynamic-border-radius biw-card__media-type-image has-image-border-radius has-link has-image-size-cover wp-block-biw-block-theme-biw-media-card has-text-align-center\">\n\t\t\t<figure class=\"biw-card__media-wrapper\" data-alignment=\"center center\">\n\t\t\t<img loading=\"lazy\" decoding=\"async\" width=\"1920\" height=\"1080\" src=\"https:\/\/www.biworldwide.com\/uk\/wp-content\/uploads\/sites\/16\/2026\/01\/website-banners-6.png\" class=\"biw-card__image\" alt=\"A smiling woman with long brown hair and glasses sits at a desk in a modern office, wearing a striped shirt. The background features geometric shapes in blue, white, and orange.\" style=\"object-position:50% 50%;\" srcset=\"https:\/\/www.biworldwide.com\/uk\/wp-content\/uploads\/sites\/16\/2026\/01\/website-banners-6.png 1920w, https:\/\/www.biworldwide.com\/uk\/wp-content\/uploads\/sites\/16\/2026\/01\/website-banners-6-300x169.png 300w, https:\/\/www.biworldwide.com\/uk\/wp-content\/uploads\/sites\/16\/2026\/01\/website-banners-6-1024x576.png 1024w, https:\/\/www.biworldwide.com\/uk\/wp-content\/uploads\/sites\/16\/2026\/01\/website-banners-6-768x432.png 768w, https:\/\/www.biworldwide.com\/uk\/wp-content\/uploads\/sites\/16\/2026\/01\/website-banners-6-1536x864.png 1536w\" sizes=\"auto, (max-width: 1920px) 100vw, 1920px\" \/>\t\t<\/figure>\n\t\t<div class=\"biw-card__content\">\n\t\t<h2 class=\"biw-card__title\">\n\t\t\t\t\t\t\t<a href=\"https:\/\/www.biworldwide.com\/uk\/our-work\/blog\/boost-channel-incentive-engagement-through-better-communication\/\" >\n\t\t\t\t<strong><strong>Boost channel incentive engagement through better communication<\/strong><\/strong>\t\t\t\t<\/a>\n\t\t\t\t\t<\/h2>\n\t\t\t\t\t<div class=\"biw-card__text\"><p>Incentives fail when partners forget they exist. Learn how structured, multi\u2011channel communication keeps your programme visible, clear and motivating<\/p><\/div>\n\t\t\t<\/div>\n\t\t\t<span class=\"biw-card__cta\">Learn More<\/span>\n\t<\/div>\n\n<div style=\"--aspectRatio: 16\/9;\" class=\" has-dynamic-border-radius biw-card__media-type-image has-image-border-radius has-link has-image-size-cover wp-block-biw-block-theme-biw-media-card has-text-align-center\">\n\t\t\t<figure class=\"biw-card__media-wrapper\" data-alignment=\"center center\">\n\t\t\t<img loading=\"lazy\" decoding=\"async\" width=\"1920\" height=\"1080\" src=\"https:\/\/www.biworldwide.com\/uk\/wp-content\/uploads\/sites\/16\/2026\/01\/website-banners-3-1.png\" class=\"biw-card__image\" alt=\"A man in glasses and a light blazer and a woman with long brown hair discuss documents at a desk with a laptop, against a modern office background with purple and pink geometric shapes.\" style=\"object-position:50% 50%;\" srcset=\"https:\/\/www.biworldwide.com\/uk\/wp-content\/uploads\/sites\/16\/2026\/01\/website-banners-3-1.png 1920w, https:\/\/www.biworldwide.com\/uk\/wp-content\/uploads\/sites\/16\/2026\/01\/website-banners-3-1-300x169.png 300w, https:\/\/www.biworldwide.com\/uk\/wp-content\/uploads\/sites\/16\/2026\/01\/website-banners-3-1-1024x576.png 1024w, https:\/\/www.biworldwide.com\/uk\/wp-content\/uploads\/sites\/16\/2026\/01\/website-banners-3-1-768x432.png 768w, https:\/\/www.biworldwide.com\/uk\/wp-content\/uploads\/sites\/16\/2026\/01\/website-banners-3-1-1536x864.png 1536w\" sizes=\"auto, (max-width: 1920px) 100vw, 1920px\" \/>\t\t<\/figure>\n\t\t<div class=\"biw-card__content\">\n\t\t<h2 class=\"biw-card__title\">\n\t\t\t\t\t\t\t<a href=\"https:\/\/www.biworldwide.com\/uk\/our-work\/blog\/why-mdf-and-rebates-arent-enough-in-channel-incentives\/\" >\n\t\t\t\t<strong><strong><strong>Why MDF and rebates aren\u2019t enough in channel incentives<\/strong><\/strong><\/strong>\t\t\t\t<\/a>\n\t\t\t\t\t<\/h2>\n\t\t\t\t\t<div class=\"biw-card__text\"><p>Financial incentives motivate the partner business, not the individuals. Learn how to balance MDF, rebates and total rewards to build stronger loyalty.<\/p><\/div>\n\t\t\t<\/div>\n\t\t\t<span class=\"biw-card__cta\">Learn More<\/span>\n\t<\/div>\n\n<div style=\"--aspectRatio: 16\/9;\" class=\"has-dynamic-border-radius biw-card__media-type-image has-image-border-radius has-link has-image-size-cover wp-block-biw-block-theme-biw-media-card has-text-align-center wp-container-content-e269605d\">\n\t\t\t<figure class=\"biw-card__media-wrapper\" data-alignment=\"center center\">\n\t\t\t<img loading=\"lazy\" decoding=\"async\" width=\"1920\" height=\"1080\" src=\"https:\/\/www.biworldwide.com\/uk\/wp-content\/uploads\/sites\/16\/2026\/01\/website-banners-2-1.png\" class=\"biw-card__image\" alt=\"Smiling man in glasses holding a laptop in a bright office, with shelves and plants in the background and colorful purple and orange geometric shapes overlaying part of the image.\" style=\"object-position:50% 50%;\" srcset=\"https:\/\/www.biworldwide.com\/uk\/wp-content\/uploads\/sites\/16\/2026\/01\/website-banners-2-1.png 1920w, https:\/\/www.biworldwide.com\/uk\/wp-content\/uploads\/sites\/16\/2026\/01\/website-banners-2-1-300x169.png 300w, https:\/\/www.biworldwide.com\/uk\/wp-content\/uploads\/sites\/16\/2026\/01\/website-banners-2-1-1024x576.png 1024w, https:\/\/www.biworldwide.com\/uk\/wp-content\/uploads\/sites\/16\/2026\/01\/website-banners-2-1-768x432.png 768w, https:\/\/www.biworldwide.com\/uk\/wp-content\/uploads\/sites\/16\/2026\/01\/website-banners-2-1-1536x864.png 1536w\" sizes=\"auto, (max-width: 1920px) 100vw, 1920px\" \/>\t\t<\/figure>\n\t\t<div class=\"biw-card__content\">\n\t\t<h2 class=\"biw-card__title\">\n\t\t\t\t\t\t\t<a href=\"https:\/\/www.biworldwide.com\/uk\/our-work\/blog\/why-simple-channel-incentive-programmes-perform-better\/\" >\n\t\t\t\t<strong><strong><strong><strong><strong>Why simple channel incentive programmes perform better<\/strong><\/strong><\/strong><\/strong><\/strong>\t\t\t\t<\/a>\n\t\t\t\t\t<\/h2>\n\t\t\t\t\t<div class=\"biw-card__text\"><p>How does operational excellence drive channel incentive engagement, and what can you do to create a simple, intuitive structure your channel partners will use.<\/p><\/div>\n\t\t\t<\/div>\n\t\t\t<span class=\"biw-card__cta\">Learn More<\/span>\n\t<\/div>\n\n\n<p><\/p>\n<\/div>\n\n\n\n<p><br><br><\/p>\n\n\n\n<div class=\"wp-block-group  layout-columns-10 has-global-padding is-layout-constrained wp-container-core-group-is-layout-0b5f5b40 wp-block-group-is-layout-constrained\">\n<div class=\"wp-block-group has-base-two-background-color has-background  has-dynamic-border-radius  layout-columns-4 has-global-padding is-content-justification-left is-layout-constrained wp-container-core-group-is-layout-645d8aa7 wp-block-group-is-layout-constrained\" style=\"padding-top:var(--wp--preset--spacing--60);padding-right:var(--wp--preset--spacing--60);padding-bottom:var(--wp--preset--spacing--60);padding-left:var(--wp--preset--spacing--60);background-image:url(&#039;https:\/\/www.biworldwide.com\/uk\/wp-content\/uploads\/sites\/16\/2025\/03\/9.png&#039;);background-position:50% 50%;background-size:cover;\">\n<h2 class=\"wp-block-heading is-style-default has-contrast-color has-text-color has-link-color has-xxl-font-size wp-elements-2ee1c70ded61b14d8b0f80b1cc517219\">The best way to get started is to get in touch!<\/h2>\n\n\n\n<p>Speak to a member of our expert team to learn how our solutions can support your channel performance strategy.<\/p>\n\n\n\n<div class=\"wp-block-buttons is-layout-flex wp-block-buttons-is-layout-flex\">\n<div class=\"wp-block-button is-style-secondary-fill\"><a aria-controls=\"modal-header-lead-gen\" aria-haspopup=\"dialog\" href=\"#\" modal-id=\"header-lead-gen\" role=\"button\" tabindex=\"0\" class=\"wp-block-button__link wp-element-button modal-trigger core-button-trigger\">Let&#8217;s talk<\/a><\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n","protected":false},"excerpt":{"rendered":"<p>Transactional incentives limit impact. Learn how to motivate the behaviours that create revenue &#8211; enablement, presales, adoption &#8211; and build lasting loyalty.<\/p>\n","protected":false},"author":18,"featured_media":8612,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"associated_experts":[{"id":6866,"title":"Deborah Watson","type":"industry-expert","slug":"deborah-watson","industry_expert_title":"International Sales & Channel Incentive Strategy Leader, BI WORLDWIDE EMEA"}],"featured_image_focal_point":{"x":0.5,"y":0.5},"footnotes":""},"content-topic":[69],"problem-space":[75],"wf_post_folders":[23],"class_list":["post-8849","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","content-topic-incentives-and-rewards","problem-space-channel-performance"],"featured_media_global":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v26.2 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>BIW UK - Rewarding more than sales boosts partner motivation<\/title>\n<meta name=\"description\" content=\"Rewarding more than the sale boosts partner motivation. Learn how recognising presales, enablement and adoption drives stronger loyalty.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.biworldwide.com\/uk\/our-work\/blog\/why-you-should-reward-more-than-the-sale-in-channel-incentives\/\" \/>\n<meta property=\"og:locale\" content=\"en_GB\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"BIW UK - Rewarding more than sales boosts partner motivation\" \/>\n<meta property=\"og:description\" content=\"Rewarding more than the sale boosts partner motivation. Learn how recognising presales, enablement and adoption drives stronger loyalty.\" \/>\n<meta property=\"og:url\" content=\"https:\/\/www.biworldwide.com\/uk\/our-work\/blog\/why-you-should-reward-more-than-the-sale-in-channel-incentives\/\" \/>\n<meta property=\"og:site_name\" content=\"United Kingdom\" \/>\n<meta property=\"article:published_time\" content=\"2026-02-12T11:37:15+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2026-03-19T13:42:53+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/www.biworldwide.com\/uk\/wp-content\/uploads\/sites\/16\/2026\/01\/website-banners-5-1024x576.png\" \/>\n\t<meta property=\"og:image:width\" content=\"1024\" \/>\n\t<meta property=\"og:image:height\" content=\"576\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/png\" \/>\n<meta name=\"author\" content=\"BI WORLDWIDE\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:label1\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"BI WORLDWIDE\" \/>\n\t<meta name=\"twitter:label2\" content=\"Est. reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"7 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\/\/schema.org\",\"@graph\":[{\"@type\":\"WebPage\",\"@id\":\"https:\/\/www.biworldwide.com\/uk\/our-work\/blog\/why-you-should-reward-more-than-the-sale-in-channel-incentives\/\",\"url\":\"https:\/\/www.biworldwide.com\/uk\/our-work\/blog\/why-you-should-reward-more-than-the-sale-in-channel-incentives\/\",\"name\":\"BIW UK - Rewarding more than sales boosts partner motivation\",\"isPartOf\":{\"@id\":\"https:\/\/www.biworldwide.com\/uk\/#website\"},\"primaryImageOfPage\":{\"@id\":\"https:\/\/www.biworldwide.com\/uk\/our-work\/blog\/why-you-should-reward-more-than-the-sale-in-channel-incentives\/#primaryimage\"},\"image\":{\"@id\":\"https:\/\/www.biworldwide.com\/uk\/our-work\/blog\/why-you-should-reward-more-than-the-sale-in-channel-incentives\/#primaryimage\"},\"thumbnailUrl\":\"https:\/\/www.biworldwide.com\/uk\/wp-content\/uploads\/sites\/16\/2026\/01\/website-banners-5.png\",\"datePublished\":\"2026-02-12T11:37:15+00:00\",\"dateModified\":\"2026-03-19T13:42:53+00:00\",\"author\":{\"@id\":\"https:\/\/www.biworldwide.com\/uk\/#\/schema\/person\/ee01b78a83a8949a9701cfa9826151a6\"},\"description\":\"Rewarding more than the sale boosts partner motivation. Learn how recognising presales, enablement and adoption drives stronger loyalty.\",\"breadcrumb\":{\"@id\":\"https:\/\/www.biworldwide.com\/uk\/our-work\/blog\/why-you-should-reward-more-than-the-sale-in-channel-incentives\/#breadcrumb\"},\"inLanguage\":\"en-GB\",\"potentialAction\":[{\"@type\":\"ReadAction\",\"target\":[\"https:\/\/www.biworldwide.com\/uk\/our-work\/blog\/why-you-should-reward-more-than-the-sale-in-channel-incentives\/\"]}]},{\"@type\":\"ImageObject\",\"inLanguage\":\"en-GB\",\"@id\":\"https:\/\/www.biworldwide.com\/uk\/our-work\/blog\/why-you-should-reward-more-than-the-sale-in-channel-incentives\/#primaryimage\",\"url\":\"https:\/\/www.biworldwide.com\/uk\/wp-content\/uploads\/sites\/16\/2026\/01\/website-banners-5.png\",\"contentUrl\":\"https:\/\/www.biworldwide.com\/uk\/wp-content\/uploads\/sites\/16\/2026\/01\/website-banners-5.png\",\"width\":1920,\"height\":1080,\"caption\":\"A woman wearing a yellow sweater smiles while holding a mug and looking at her laptop in a modern, bright workspace with plants and flowers on the table.\"},{\"@type\":\"BreadcrumbList\",\"@id\":\"https:\/\/www.biworldwide.com\/uk\/our-work\/blog\/why-you-should-reward-more-than-the-sale-in-channel-incentives\/#breadcrumb\",\"itemListElement\":[{\"@type\":\"ListItem\",\"position\":1,\"name\":\"Home\",\"item\":\"https:\/\/www.biworldwide.com\/uk\/\"},{\"@type\":\"ListItem\",\"position\":2,\"name\":\"Why you should reward more than the sale in channel incentives\"}]},{\"@type\":\"WebSite\",\"@id\":\"https:\/\/www.biworldwide.com\/uk\/#website\",\"url\":\"https:\/\/www.biworldwide.com\/uk\/\",\"name\":\"BI WORLDWIDE UK\",\"description\":\"Inspiring people. Delivering results.\",\"alternateName\":\"BIW UK\",\"potentialAction\":[{\"@type\":\"SearchAction\",\"target\":{\"@type\":\"EntryPoint\",\"urlTemplate\":\"https:\/\/www.biworldwide.com\/uk\/?s={search_term_string}\"},\"query-input\":{\"@type\":\"PropertyValueSpecification\",\"valueRequired\":true,\"valueName\":\"search_term_string\"}}],\"inLanguage\":\"en-GB\"},{\"@type\":\"Person\",\"@id\":\"https:\/\/www.biworldwide.com\/uk\/#\/schema\/person\/ee01b78a83a8949a9701cfa9826151a6\",\"name\":\"BI WORLDWIDE\",\"image\":{\"@type\":\"ImageObject\",\"inLanguage\":\"en-GB\",\"@id\":\"https:\/\/www.biworldwide.com\/uk\/#\/schema\/person\/image\/\",\"url\":\"https:\/\/secure.gravatar.com\/avatar\/4def20fe4563b965712265e39498e14b488be2ccab8434b2e713421d2a4fe8e9?s=96&d=mm&r=g\",\"contentUrl\":\"https:\/\/secure.gravatar.com\/avatar\/4def20fe4563b965712265e39498e14b488be2ccab8434b2e713421d2a4fe8e9?s=96&d=mm&r=g\",\"caption\":\"BI WORLDWIDE\"},\"url\":\"https:\/\/www.biworldwide.com\/uk\/our-work\/blog\/author\/lsnusher\/\"}]}<\/script>\n<!-- \/ Yoast SEO plugin. -->","yoast_head_json":{"title":"BIW UK - Rewarding more than sales boosts partner motivation","description":"Rewarding more than the sale boosts partner motivation. Learn how recognising presales, enablement and adoption drives stronger loyalty.","robots":{"index":"index","follow":"follow","max-snippet":"max-snippet:-1","max-image-preview":"max-image-preview:large","max-video-preview":"max-video-preview:-1"},"canonical":"https:\/\/www.biworldwide.com\/uk\/our-work\/blog\/why-you-should-reward-more-than-the-sale-in-channel-incentives\/","og_locale":"en_GB","og_type":"article","og_title":"BIW UK - Rewarding more than sales boosts partner motivation","og_description":"Rewarding more than the sale boosts partner motivation. Learn how recognising presales, enablement and adoption drives stronger loyalty.","og_url":"https:\/\/www.biworldwide.com\/uk\/our-work\/blog\/why-you-should-reward-more-than-the-sale-in-channel-incentives\/","og_site_name":"United Kingdom","article_published_time":"2026-02-12T11:37:15+00:00","article_modified_time":"2026-03-19T13:42:53+00:00","og_image":[{"width":1024,"height":576,"url":"https:\/\/www.biworldwide.com\/uk\/wp-content\/uploads\/sites\/16\/2026\/01\/website-banners-5-1024x576.png","type":"image\/png"}],"author":"BI WORLDWIDE","twitter_card":"summary_large_image","twitter_misc":{"Written by":"BI WORLDWIDE","Est. reading time":"7 minutes"},"schema":{"@context":"https:\/\/schema.org","@graph":[{"@type":"WebPage","@id":"https:\/\/www.biworldwide.com\/uk\/our-work\/blog\/why-you-should-reward-more-than-the-sale-in-channel-incentives\/","url":"https:\/\/www.biworldwide.com\/uk\/our-work\/blog\/why-you-should-reward-more-than-the-sale-in-channel-incentives\/","name":"BIW UK - Rewarding more than sales boosts partner motivation","isPartOf":{"@id":"https:\/\/www.biworldwide.com\/uk\/#website"},"primaryImageOfPage":{"@id":"https:\/\/www.biworldwide.com\/uk\/our-work\/blog\/why-you-should-reward-more-than-the-sale-in-channel-incentives\/#primaryimage"},"image":{"@id":"https:\/\/www.biworldwide.com\/uk\/our-work\/blog\/why-you-should-reward-more-than-the-sale-in-channel-incentives\/#primaryimage"},"thumbnailUrl":"https:\/\/www.biworldwide.com\/uk\/wp-content\/uploads\/sites\/16\/2026\/01\/website-banners-5.png","datePublished":"2026-02-12T11:37:15+00:00","dateModified":"2026-03-19T13:42:53+00:00","author":{"@id":"https:\/\/www.biworldwide.com\/uk\/#\/schema\/person\/ee01b78a83a8949a9701cfa9826151a6"},"description":"Rewarding more than the sale boosts partner motivation. Learn how recognising presales, enablement and adoption drives stronger loyalty.","breadcrumb":{"@id":"https:\/\/www.biworldwide.com\/uk\/our-work\/blog\/why-you-should-reward-more-than-the-sale-in-channel-incentives\/#breadcrumb"},"inLanguage":"en-GB","potentialAction":[{"@type":"ReadAction","target":["https:\/\/www.biworldwide.com\/uk\/our-work\/blog\/why-you-should-reward-more-than-the-sale-in-channel-incentives\/"]}]},{"@type":"ImageObject","inLanguage":"en-GB","@id":"https:\/\/www.biworldwide.com\/uk\/our-work\/blog\/why-you-should-reward-more-than-the-sale-in-channel-incentives\/#primaryimage","url":"https:\/\/www.biworldwide.com\/uk\/wp-content\/uploads\/sites\/16\/2026\/01\/website-banners-5.png","contentUrl":"https:\/\/www.biworldwide.com\/uk\/wp-content\/uploads\/sites\/16\/2026\/01\/website-banners-5.png","width":1920,"height":1080,"caption":"A woman wearing a yellow sweater smiles while holding a mug and looking at her laptop in a modern, bright workspace with plants and flowers on the table."},{"@type":"BreadcrumbList","@id":"https:\/\/www.biworldwide.com\/uk\/our-work\/blog\/why-you-should-reward-more-than-the-sale-in-channel-incentives\/#breadcrumb","itemListElement":[{"@type":"ListItem","position":1,"name":"Home","item":"https:\/\/www.biworldwide.com\/uk\/"},{"@type":"ListItem","position":2,"name":"Why you should reward more than the sale in channel incentives"}]},{"@type":"WebSite","@id":"https:\/\/www.biworldwide.com\/uk\/#website","url":"https:\/\/www.biworldwide.com\/uk\/","name":"BI WORLDWIDE UK","description":"Inspiring people. Delivering results.","alternateName":"BIW UK","potentialAction":[{"@type":"SearchAction","target":{"@type":"EntryPoint","urlTemplate":"https:\/\/www.biworldwide.com\/uk\/?s={search_term_string}"},"query-input":{"@type":"PropertyValueSpecification","valueRequired":true,"valueName":"search_term_string"}}],"inLanguage":"en-GB"},{"@type":"Person","@id":"https:\/\/www.biworldwide.com\/uk\/#\/schema\/person\/ee01b78a83a8949a9701cfa9826151a6","name":"BI WORLDWIDE","image":{"@type":"ImageObject","inLanguage":"en-GB","@id":"https:\/\/www.biworldwide.com\/uk\/#\/schema\/person\/image\/","url":"https:\/\/secure.gravatar.com\/avatar\/4def20fe4563b965712265e39498e14b488be2ccab8434b2e713421d2a4fe8e9?s=96&d=mm&r=g","contentUrl":"https:\/\/secure.gravatar.com\/avatar\/4def20fe4563b965712265e39498e14b488be2ccab8434b2e713421d2a4fe8e9?s=96&d=mm&r=g","caption":"BI WORLDWIDE"},"url":"https:\/\/www.biworldwide.com\/uk\/our-work\/blog\/author\/lsnusher\/"}]}},"_links":{"self":[{"href":"https:\/\/www.biworldwide.com\/uk\/wp-json\/wp\/v2\/posts\/8849","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.biworldwide.com\/uk\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.biworldwide.com\/uk\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.biworldwide.com\/uk\/wp-json\/wp\/v2\/users\/18"}],"replies":[{"embeddable":true,"href":"https:\/\/www.biworldwide.com\/uk\/wp-json\/wp\/v2\/comments?post=8849"}],"version-history":[{"count":5,"href":"https:\/\/www.biworldwide.com\/uk\/wp-json\/wp\/v2\/posts\/8849\/revisions"}],"predecessor-version":[{"id":9357,"href":"https:\/\/www.biworldwide.com\/uk\/wp-json\/wp\/v2\/posts\/8849\/revisions\/9357"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/www.biworldwide.com\/uk\/wp-json\/wp\/v2\/media\/8612"}],"wp:attachment":[{"href":"https:\/\/www.biworldwide.com\/uk\/wp-json\/wp\/v2\/media?parent=8849"}],"wp:term":[{"taxonomy":"content-topic","embeddable":true,"href":"https:\/\/www.biworldwide.com\/uk\/wp-json\/wp\/v2\/content-topic?post=8849"},{"taxonomy":"problem-space","embeddable":true,"href":"https:\/\/www.biworldwide.com\/uk\/wp-json\/wp\/v2\/problem-space?post=8849"},{"taxonomy":"wf_post_folders","embeddable":true,"href":"https:\/\/www.biworldwide.com\/uk\/wp-json\/wp\/v2\/wf_post_folders?post=8849"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}