4. Make Sure Profitability Is ‘Top Of Mind’

Cate said that while piecing together PartnerConnect, Zebra Technologies made sure partner profitability was “top of mind” through the introduction of levels of differentiation and new performance rebates into the program.

“Partners who achieved the premier level are eligible for performance rebates if they hit certain targets, for instance,” Cate said. “The other rebate partners are eligible for is solutions in key verticals. For example, in North America, premier registered solution providers have opportunities in health care.”