Puppet

Puppet has recently changed its way of managing channel partners. Instead of the traditional tiered revenue approach, the company is implementing a competency-based approach. 

“Traditional channel partner programs are generally tied to revenue,” explained Leslie Lorenco, global director, channel sales at Puppet. “The dollar amount a channel organization transacts within a year determines their partner tier. Based on their tier, the partner receives certain benefits, rewards or incentives. While there are typically additional criteria, revenue is the predominant requirement. 

“A competency-based model offers an alternative approach. Partners are encouraged to achieve competencies, or specialisations, that align with their unique value proposition. Revenue is still a component, but not the primary driver. 

“This type of approach is extremely important to build stronger relationships with partners, have them deliver value to shared customers faster, and is necessary for growth companies who are expanding into new markets.”