We unpack why channel economics are shifting and how that change is creating real friction between vendors and partners. We get practical about what actually drives partner behaviour, how partners protect profitability, and why simplifying programmes often beats adding more incentives.
• Channel economics changing fast as buyer expectations shift and AI tokens emerge as a transaction currency
• Vendor margin pressure driving scrutiny of channel investment and partner payouts
• Discounting as a sales tool rather than partner margin
• Partner profitability coming from value-added services in the channel Goldilocks zone
• Channelnomic's ROCKER methodology to define the partner mission and diagnose program fit
• Customer experience as a scalable growth lever through partners
• Relationship with the partner manager and ease of doing business outranking incentives
• Testing incentives to reduce leakage and prove outcomes
• Program posture framed as playing offence versus playing defence
• AI automation risks when it replaces human relationship work
Channelnomics - https://www.channelnomics.com/
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