Global Data and Infrastructure Solutions Provider Generates Staggering ROI with a Channel Incentive Program

2000

Number of participating Dealer Sales Reps

+100% ROI

for 7 of 11 first-year promotions

+196% – 500% ROI

for all 10 second-year promotions

The Challenge

A global manufacturer of physical infrastructure equipment with over $1 Billion in sales was looking to revamp their incentive program as the company’s past incentive efforts were not successful. The main complaint: participants wanted immediate reward fulfillment and more exciting reward options.

Partnering with Incentive Solutions, the company sought out to increase product sales, and provide participants with an easy-to-use, easy-to-redeem rewards platform with millions of reward options to choose from

The Solution

Incentive Solutions helped this client implement an online reward points program aimed at the client’s distributor sales reps (DSRs), sales trainees, and branch managers. These participants earned a percentage back of every dollar spent on the company’s products.

The client used a combination of Incentive Solutions modules with specialized features and benefits to manage a successful incentive program:

The Performance Tracking Module allowed reward program administrators to schedule, manage, and track multiple, simultaneous sales promotions. The module’s document upload tool allowed administrators to analyze invoices, receipts, and warranty registrations uploaded to the program in order to validate sales claims. This sales data combined with free-to-access program reports allowed administrators to track sales goals and better gauge program success.
The Learn & Earn Module allowed allowed reward program participants to earn receive reward points for correctly answering Daily Trivia questions, completing surveys or passing online quizzes.

The Quick Points Module provided the client with On the Spot reward certificates in their choice of paper or electronic form. This enabled managers to spontaneously reward participants for desired behaviors. These behaviors were reinforced with instant gratification since reward recipients could instantly add their reward points to their online point balance.

The Benefits

With the help of modular technology, an easy-to-access online platform, and millions of enticing reward options, the program saw:

  • 2,000 participants join the reward program
  • 11 promotions in the reward program’s first year, with seven promotions earning a positive ROI of over 100%
  • 10 promotions in the program’s second year, with an ROI of 500% for the most successful and 196% for the least successful
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