New global growth, a product shift from large equipment to cloud-based subscription software and broader technology industry changes left this leading brand struggling to keep up with evolving customer expectations. The solution? A training-focused incentive strategy so partners could quickly adapt.
Starting with new product training
Knowing their sales relied on the expertise of their global sales partner engineer network, brand leaders decided to refocus the incentive strategy from sales to training. Engineer partners were used to network assessments and large hardware purchases, but they lacked an understanding of the new cloud-based products and services. With a renewed emphasis on training, they could better share the benefits with customers, assess their technology needs and recommend the right options.
Expanding the reward options
Adding the ability to pool points for more meaningful awards and a flexible platform to house promotions increased participation. A new mix of travel experiences, localized merchandise rewards and strong program communications boosted motivation across the diverse global audience.
The new platform also supported two-way communication between channel teams and partner engineers, allowing them to upload and share their expertise.
Building status through recognition
Participants were eager for peer recognition. Program leaders incorporated public recognition into a live partner event so partner engineers could be celebrated for their expertise and certification levels.
Evolving with the industry
The updated program allows our client to be proactive and reactive, depending on market shifts. Ongoing reporting and analytics help them better understand their partners and the market, informing how the incentives evolve to keep up engagement and profits.