The BriefA multinational, high tech client needed to develop a branded and scalable program to drive sales through its network of resellers. With hundreds of reseller partners, each with its own sales force, the client struggled with effectively communicating a universal sales incentive program, fulfilling awards on multiple tiers, and managing data collection, analysis, and ROI tracking.
The SolutionBCD Meetings & Events designed a sales incentive program to encourage our client’s reseller community to sell up key product SKUs. We ensured a consistent focus, collected and validated sales results, tallied earned points, and communicated progress to all contest participants and client stakeholders. This program was so successful in its first year that it has been repeated for five years running and is now a core element of the client’s channel team’s annual go-to-market plan.
The ResultsOur client saw ROI ranging from 68X in the first year to more than 418X in the fourth, with consistent year-on-year growth in revenue and reseller participation. This program model and process has been adopted by other product marketing and vertical industry teams and was recognized as the Most Successful Scaled Project at the client’s global sales and marketing conference.