Incentives to Impact: Making Partner Rewards Actually Work, with Bill Taibl of XTRM
A conversation with Bill Taibl, CRO at XTRM
Why do so many partner incentive programs fall flat? Bill Taibl, CRO at XTRM (say it "Extreme"), joins Jeff and John to talk about what makes partner rewards work. XTRM started by paying athletes at sports events, then saw the same problems in the channel: payouts have to be fast, accurate, compliant, and global. Bill's big idea is to let the person getting paid choose how, whether that is cash to a bank account, a gift card, or another local option.
The three also get into why programs stall: executives who approve a program and then disappear, handoffs that run one after another instead of side by side, and timelines that ignore the 9 to 18 months partners usually need to ramp. John covers the pain of paying spiffs by hand and the CFO worries about tax forms and policy. They close on security: collecting bank details and tax forms over email is a risk no channel team should carry.
Watch this episode on YouTube