How a tech hardware manufacturer saw 400% ROI with their global reps

Our technology manufacturing client knew staying competitive hinged on two major factors: creating partner network loyalty and breaking into new global markets. In addition, speed to market was critical as their technologies often set the standard for the next generation of products.

To grow sales and profitability, our client decided to conduct a channel sales incentive for their 14,000+ global sales reps. But what they implemented was a heavily manual, sluggish process that lacked motivational appeal because of the lengthy timeframe between rewards earned and rewards delivered.

Driving sales required speedier global awards

The hardware manufacturer turned to ITA Group for help. The need for speed was critical; a diverse audience and heated battle for market share upped the ante. Our incentive experts developed a single platform that automated the sales claim process by incorporating immediate claim approval or denial and automatic award point deposit. Furthermore, personalisation of the online award catalogue was designed to identify the sales reps’ global location, so language, products and relevant brands adjusted to fit the reward winner.

Limitless earning captured rep attention and drove loyalty

We supported our client by bucking the system and doing away with the earning ceiling. Where competitors programs would cap a sales reps’ potential to earn, our client threw out these arbitrary, long-established restrictions to capture reps’ attention and loyalty. Engagement was further improved with brand-new earning opportunities including training, quizzes and promotions.