Enablement Incentive
Poor partner enablement holding back growth?
Need partners fully trained and ready to win deals?
Run an Enablement Incentive now!
Table of Contents
What is an Enablement Incentive?
An enablement incentive rewards channel salespeople for completion of training and enablement activities that typically focus on a product or product family or supporting software, subscriptions and services. The objective is to increase seller knowledge of your product, including how to identify opportunities, how to position your product, objection handling, competitive positioning and knowledge of conversion tools that can be used in a sales situation to progress an opportunity. Enablement can include sales, pre-sales and technical training and certifications. It can be made up of course completions, certifications, demos, or playbook tasks that make partners confident to open, sell, and close!
Best for: ramping up channel seller capability before (or alongside) Sales/DR incentives; new product education to accelerate pipeline creation and closed deals.
How an Enablement Incentive runs
A vendor decides on a short track of training or enablement that it wants to encourage partners and/or distributor salespeople, pre-sales and/or technical people to undertake. This would typically include 3–5 modules with clear evidence required for completion.
Successful completion of this track results in a reward for the channel participant.
Channel participants submit evidence of completion of each module via an easy-to-use (claim) form on Incentivizer™.
The vendor is notified of all new claims and has to approve or decline each claim.
Once a participant’s claims for all modules are approved, a reward is issued.
Can include mandatory/optional certification achievement.
Enablement Incentive Outcomes
Beat the competition! All vendors are trying to get your channel partners to do enablement and it is one of the biggest challenges vendors face. Sellers have limited availability to complete training. They are under pressure to hit call rates and sales targets, so it’s hard for them to take time away from the sales floor. Most vendors don’t incentivise enablement, which is why you should! We typically drive ~58% uplift in certifications through enablement incentives.
Capability translates to revenue: Enablement and certification powers pipeline quality and win rates, builds seller confidence and delivers incremental revenue.
Benefits of Enablement Incentives
For vendors: scalable skills growth across the long tail, better pipeline creation, improved deal closure, increased attach/cross‑sell.
For channel participants: career‑building credentials, pipeline creation, improved deal closure supports targets plus instant rewards.
How Incentivizer™ helps
- Configurable rules, fast launch, instant global e-vouchers and real-time reporting to compound momentum.
- Launch your enablement incentive fast (often within 48 hours).
- Make it easy for participants to prove their enablement completion.
- Vendors get instant visibility of completed enablement steps by each channel participant.
- Get real-time reporting of completed enablement; drill down to identify partners or regions that are underperforming.
