Channel News

You Get What You Reward So Be Careful

Friday, June 29, 2018

Author: Cam Wayland

At present there is a lot in the news about reward and compensation systems driving the wrong behaviour at banks and financial institutions. Luckily the ICT industry is not facing a Royal Commission, but there are certainly some badly designed incentives and discount structures delivering predictably poor outcomes, which we will explore in this month’s article.

There are two familiar adages worth thinking about in context together rather than separately. Firstly “you get what you pay for”, and secondly “what gets measured gets done”. When looked at together you have the makings of a reward and compensation system, or a channel program discount and incentive structure. 
 ...Read More


How The Cult of the KPI Has Damaged Our Moral Compass

Wednesday, June 20, 2018

Going hand in hand with sales incentives are KPIs or Key Performance Indicators. I am confident everyone reading has been given a set of KPIs during their working life, all with the goal of driving certain behaviours that help get you to a particular outcome. It seems however that just like sales incentives, under certain circumstances, KPIs can actually drive bad behaviours from staff in an effort to meet them.

This article explores the concept of KPIs and how the combination of unrealistic targets, big incentive programs and a culture of poor job security can lead to some very bad behaviours from staff. It also outlines the circumstances in which KPIs can work beautifully, something every acting manager in charge of setting KPIs should be across.

This is a very interesting article that cites some examples from big local and overseas organisations. Grab a coffee and read it in full. ...Read More


Wells Fargo and The Slippery Slope of Sales Incentives

Wednesday, June 13, 2018

Incentives are common place among sales teams, used to drive specific behaviours and or sales figures for an organisation. They can however very easily, go very wrong. The Wells Fargo case is a well publicised example of incentives going very wrong with many of the employees and the company paying the price.

So how and where do things go wrong? What should be considered when developing incentives for teams to drive behaviours and sales figures? You want to drive a set of behaviours and an outcome and these need to be inextricably linked. In addition, to this you want the behaviours involved in getting your outcome to be in line with your organisations values and code of conduct. It can be tricky! 

Read this article to find out how and where things can go wrong and what you can do to avoid a Wells Fargo situation.
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Why the Secret to Success is Setting the Right Goals

Tuesday, June 05, 2018

With such a focus on Incentives, KPIs and behaviours this month in our articles, when I stumbled across this recent TED talk by John Doerr, I thought it was too interesting not to share. John discusses the concept of OKRs (objectives and key results), rather than KPIs, and how they are a powerful tool in helping to achieve aggressive goals.

John explains that OKR is a goal-setting system that's been employed by some large global companies (like Google, Intel and Bono!) to set and execute on audacious goals. Watch this video and learn about how John believes that setting the right goals can mean the difference between success and failure and how they can be used to hold both ourselves and our leaders accountable.  ...Read More


Distribution and Channel Alignment

Wednesday, May 09, 2018

Author: Cam Wayland

Vendors often measure, profile and segment their partners and their distributors based on revenue performance. Rarely do they dig deeper to look beyond the numbers to what is actually driving the revenue via distribution.  

When it is working well you will usually find there is “alignment” between the capabilities, resources, and vendor portfolio of the distributor to the targeted channel partners and their customers. When it is not working well, you can generally assume that ‘alignment’ is either off or in the worst instances, completely missing. So what does alignment actually look like? Let’s find out.
 ...Read More


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