Challenge

An American multinational conglomerate, involved in manufacturing healthcare, transportation, electronics, and consumer products, was running multiple trade marketing programs and schemes in-house across its business verticals. These loyalty schemes were managed in silos, lacked consistency, and were largely operated manually. Additionally, with zero visibility into secondary sales, it became increasingly difficult for the brand to optimize incremental business and scale its trade marketing efforts. To address these challenges, a digitised loyalty framework was crucial for engaging with various channel partner audiences and reinventing rewards offerings to boost partner engagement and motivation.

Solution

To streamline the brand’s complex channel partner ecosystem, BI WORLDWIDE India recommended unifying the siloed, offline loyalty programs across verticals into a single technology platform. This was achieved by leveraging Channel Smart, our patented, enterprise-wide technology solution, which expanded the brand’s availability and strengthened its reach. At the same time, our Behavioral Science-driven communication and high-efficacy rewards strategy fostered a deeper connection between the brand and its channel partners. As a result, channel partners were able to seamlessly claim their sales, access additional benefits beyond regular schemes, redeem rewards, and receive personalized updates on the latest program developments.

Impact

BI WORLDWIDE India’s unique approach to integrate multiple programs into a single, intuitive, and robust technology platform, resulted in – 

–   1.4x increase in participating channel partners
–   1.8x increase in average ticket size
–   2x revenue growth
–   80% redemption rate, leading to optimum channel partner engagement levels

Further, these impressive results led to improved ROI and cost efficiencies, making it a win-win situation for both the brand and the channel partners.