Generating enthusiasm for revamped channel incentive program

Sales growth, engagement and partner loyalty increases with new manufacturing program

channel incentive program communications on desk

A top manufacturer had been running a channel partner incentive program for many years. As competitors began releasing similar offerings, gaining and building loyalty with dealers was increasingly critical, and the company knew they had to step outside the box to infuse new excitement in the well-established program.




Reinvention was necessary

This Fortune 500 manufacturer looked to ITA Group for a new beginning, which started with an assessment phase to help clarify the current situation. The partnership started with data analysis and modeling, competitive intelligence collection, and participant interviews to pinpoint exactly what was—and was not—working for the existing manufacturer’s channel partner incentive. Our findings led to an overhaul of the current program to create a robust, user-friendly and flexible platform featuring multiple ways to earn. 

Launching a personalized channel partner program cared for every stage of a dealer’s relationship with the manufacturer. With our guidance, the company was able to transition their original incentive platform and strategy into a refreshed, industry-leading incentive program, complete with new branding.

Creative incentive program branding and personalization make a big impact

This channel incentive program was designed to inject some much-needed enthusiasm and competition into the manufacturer’s independent dealer channel. To build on that excitement, a comprehensive launch campaign with ongoing communications enveloped participants in the program and kept it top-of-mind. 

Messages were honed to specific segments to infuse deeper engagement. Personalized emails and dashboards informed participants on their individual progress and drove momentum by showcasing their reward potential as they advanced through the program.

Incentive participants could now earn in multiple ways

  • Sales
  • Status level loyalty tiers with associated recognition awards
  • End-of-year growth bonus awards
  • Custom promotions with tangible awards
examples of channel partner program communications

Being able to spend my points on my child’s college tuition has helped to ease the financial burden and ensure a high-quality education!

Incentive participant

Success by the numbers

graphs showing the impact of the new channel partner program


26% increase in sales since year 1

34% increase in units since year 1

24:1 ROI since year 1

100% client satisfaction in year 3