Brightspot reviews channel incentive returns and the role of program governance

Brightspot Incentives & Events reviewed evidence on channel incentive returns in May 2023, drawing on published research and a manufacturer case study. The review distinguished the widespread use of non-cash rewards from the calculation of a return for a particular program.

In a case attributed to the Incentive Research Foundation, a Fortune 500 manufacturer used rewards for value-added resellers as part of an effort to grow sales and market share. Brightspot reported incremental improvement of $3,934,700 and incremental costs of $3,186,900, producing a net $747,800 return, or approximately 23% of the incremental cost.