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Driving Channel Sales Growth through Effective Incentives

A privately-held information technology company headquartered in Baar, Switzerland, who sells products and services through 11,000 resellers worldwide, reached out to MotivAction to enhance the effectiveness and efficiency of their primary channel sales incentive programs.

CHALLENGE

Enhancing program effectiveness and increasing partner satisfaction

Our client’s PartnerPerks and Champion programs are channel sales programs designed to drive revenue growth. Program objectives include sales growth targets as well as sales-based engagement and advancement activities that drive toward client and channel partner sales growth success. Specific program objectives include:

  • Increase sales growth for our client and its channel partners
  • Increase reach and utilization
  • Drive engagement and share of mind for both channel partners and sales representatives
  • Improve satisfaction with our client’s offerings and programs

Our Approach

MotivAction has evolved the programs through implementation of a measurable performance improvement strategy, the launch of a state-of-the art, global recognition, incentive and reward platform, and a comprehensive points-based merchandise and experiential award offering. 2019 saw significant program developments which maximized impact, including:

  • Redesign: program structure changed from a role-based focus to a partner-tiered basis to better align program management
  • Expansion: The introduction of a new program to address the needs of key strategic business partners and national accounts
  • Reporting: Development and introduction of a KPI dashboard
    enabling real-time oversignt/insight into account activity, promotions and program efficacy
  • New Applications:
    1. Proprietary Learn and Earn app to complement an existing certification and training effort
    2. Gamification app (Spin and Win) enabling personalized recognition of program members

These programs will continue to evolve through partnership and innovation.


BY THE NUMBERS

  • $4M increase in incremental sales growth attributed to the program
  • 10% increase in program utilization
  • 91% of customers are completely satisfied and would recommend the vendor to their friends and colleagues
  • 13,000 new members enrolled; an average of 70 new members added monthly
  • Category: Sales Incentive
  • Created by:Karin Mechelke
  • Completed on:January 17, 2020

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