Sales, Pipeline & Deal Economics
What Is Vendor Mix?
Vendor mix is the blend of vendors that make up a partner's deals, pipeline or overall business - which brands the partner sells, and in what proportion. Because every vendor runs its own rebate program with different rates, thresholds and growth targets, the vendor mix is a major driver of how much rebate income a partner earns overall.
Why it matters to IT channel partners. Shifting a few points of the vendor mix toward vendors where the partner is close to a threshold or growth target can unlock disproportionately more rebate. The reverse is also true: spreading volume thin across many programs can leave several near-misses and no thresholds crossed. Seeing the pipeline by vendor mix against every program's targets is how a partner concentrates volume where it pays.
Related terms
FAQ
Each vendor's program pays differently, so concentrating volume where the partner is near a threshold or growth target earns more rebate than spreading the same volume thin across many programs.
See your pipeline by vendor mix against every program's targets → Explore the pipeline module