In May 2014, Accenture published a report entitled “Improving the ROI of Indirect Channel Incentives”. In the report, Accenture identifies some critical factors that impact channel management, including:
- “As much as 10 percent of the typical high-tech company’s indirect channel partner incentives are overspent, or are generating an insufficient return on investment.”
- “… on average about 70 percent of the typical high-tech company’s revenue comes from the indirect channel” and is growing to 80 percent or more by 2015.
- “… incentives typically are a high-tech company’s largest marketing expenditure, with high-tech companies investing on average 3 percent to 5 percent of revenues…”
Accenture further points...