Improving Channel Sales

Executive Summary

A leading technology multinational corporation realised their decade-old channel incentive programme needed a major overhaul. In partnership with BI WORLDWIDE, they launched a new, innovative programme that tackled existing issues with data accuracy, fraud, and low engagement. The result was a dynamic platform with exciting new promotions, a streamlined claims process, and robust fraud prevention measures.

Key Snapshots

75,000 product SKUs covered within the programme

USD$85M sales claims per month

3,500 participants across 16 APAC countries

The Situation

Revamping an outdated channel incentive programme

A tech multinational corporation had kept their channel incentive programme unchanged for almost a decade, leaving it in need of an overhaul. The programme had become stagnant, with little active management by the existing vendor or improvements made over time.

Recognising the need for a complete overhaul, the company chose BI WORLDWIDE to revitalise their programme because of their expertise in designing customised channel sales incentive programmes.

The Challenge

Addressing data integrity, fraud, and engagement issues

Upon taking over the programme, BI WORLDWIDE identified several critical issues:

	Over 15,000 participant emails were outdated or invalid, leading to bounced emails and roadblocks in communication.
	The existing programme lacked stringent validation checks, which resulted in numerous fraudulent claims being processed.
	The claims process was overly complicated, causing frequent errors and discouraging resellers from participating.

The Solution

Launching a cutting-edge channel incentives programme

BI WORLDWIDE revamped the programme with several key improvements:

	Participant data was cleaned to remove outdated and invalid emails, and the programme was rebranded to better engage users and create excitement
	The claims process was streamlined and simplified to be more user-friendly, requiring just a single step to submit invoices for validation and handling by an external partner.
	Quarterly promotions were introduced to drive sales of priority items and bundled products by leveraging different points values and rewards.
	Stringent validation checks were implemented, and stock drawdowns were used to cap rewards and limit the risk of fraud.
	The platform was extended to include a mobile app, making it more accessible, and offline events and training incentives were integrated to further engage participants.

The Results

Significant improvements and expansion

The new channel incentives programme delivered remarkable results:

	The number of claims processed increased from hundreds of thousands to tens of millions per month, a testament to the programme’s scalability and effectiveness.
	The programme expanded from 7 countries to 16, involving over 3,500 resellers and significantly broadening the company’s market reach.
	A user-friendly platform, featuring self-registration, leaderboards, and performance dashboards led to higher participation and engagement from resellers.
	Improved data integrity and robust validation processes significantly reduced the incidence of fraudulent claims, ensuring that rewards were distributed fairly and accurately.

Strategic improvements transformed an outdated system into a highly engaging platform that streamlined processes and reduced fraud, leading to a more impactful and effectual incentive programme.

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Curious about how you can achieve similar results with your channel partners? We’d love to chat about your needs and explore how we can help.