{"id":1440,"date":"2025-02-27T16:14:48","date_gmt":"2025-02-27T05:14:48","guid":{"rendered":"https:\/\/www.biworldwide.com\/en-au\/?post_type=case-study&p=1440"},"modified":"2025-04-03T14:59:14","modified_gmt":"2025-04-03T03:59:14","slug":"changing-the-game","status":"publish","type":"case-study","link":"https:\/\/www.biworldwide.com\/en-au\/our-work\/case-study\/changing-the-game\/","title":{"rendered":"Changing the game"},"content":{"rendered":"
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Home<\/a><\/span><\/span><\/div>\t\t\t<\/div>\n\t\t\n\t\t\t\t\t
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\n\t\t\t\tChanging the game\t\t\t<\/h1>\n\t\t\t\t\t\t\t\t\t\t
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A large telecommunications company had missed their numbers three years in a row and needed a huge fourth quarter to close out the year. They called us in with a challenge: boost sales nationwide in Q4 to make our year-end results.<\/p>\n\n\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t<\/div>\n\t<\/div>\n<\/div>\n\n\n\n

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Results<\/h2>\n\n\n\n

Through focused communications and real-time results based on real-time activity, this incentive delivered 54,000 incremental unit sales.<\/p>\n<\/div>\n\n\n\n

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Industry<\/h2>\n\n\n\n

Telecommunications<\/p>\n<\/div>\n\n\n\n

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Problem space<\/h2>\n\n\n\n

Sales team motivation<\/p>\n<\/div>\n\n\n\n

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Services<\/h2>\n\n\n\n

Gamification<\/p>\n\n\n\n

Recognition<\/p>\n\n\n\n

Rewards<\/p>\n<\/div>\n\n\n\n

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Technology<\/h2>\n\n\n\n

DayMaker<\/p>\n\n\n\n

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Here’s the challenge<\/h2>\n\n\n\n

This large telecommunications company had missed their numbers three quarters in a row and needed a huge fourth quarter to close out the year. They called in BIW with a challenge: boost sales nationwide in Q4 to make our year-end results.<\/p>\n\n\n\n

We took that challenge and recommended a dramatically different approach to engage their inbound sales teams. Instead of running multiple decentralised regional programs, as they had always done, we proposed a single, unified, national promotion. As an alternative to gift cards or cash, we would use award points that could be redeemed for merchandise, event tickets, travel and experiences. And rather than reps competing individually, teams would compete against each other for the win.<\/p>\n\n\n\n

These changes were significant\u2014and they required many independent regions to agree\u2014but this entertainment provider was all in.<\/p>\n<\/div>\n<\/div>\n\n\n\n

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Everyone is all in<\/h2>\n\n\n\n

We designed the program with a few more features to maximise results:<\/p>\n\n\n\n