{"id":664,"date":"2025-04-05T10:09:03","date_gmt":"2025-04-05T02:09:03","guid":{"rendered":"https:\/\/www.biworldwide.com\/en-sg\/?post_type=case-study&p=664"},"modified":"2025-04-06T10:15:12","modified_gmt":"2025-04-06T02:15:12","slug":"driving-subscription-sales-ten-fold","status":"publish","type":"case-study","link":"https:\/\/www.biworldwide.com\/en-sg\/our-work\/case-study\/driving-subscription-sales-ten-fold\/","title":{"rendered":"Driving subscription sales ten-fold"},"content":{"rendered":"
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\n\t\t\t\tDriving subscription sales ten-fold\t\t\t<\/h1>\n\t\t\t\t\t\t\t\t\t\t
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This entertainment client had been struggling to drive point-of-sale subscriptions from their channel partner sales reps for the past few years.<\/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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Impact<\/h2>\n\n\n\n

By remaining a neutral party between two clients, the entertainment client and telecom client both saw an increase in sales by all agent groups.<\/p>\n<\/div>\n\n\n\n

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

Entertainment<\/p>\n<\/div>\n\n\n\n

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

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

Channel engagement<\/p>\n<\/div>\n\n\n\n

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

Communications<\/p>\n\n\n\n

Contests and incentives<\/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<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/linearGradient><\/defs><\/svg><\/span><\/div>\n\n\n

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Focus<\/h2>\n\n\n\n

This entertainment client had been struggling to drive point-of-sale subscriptions from their channel partner sales reps for the past few years. Their telecom partners would not share sales performance by their agents so when running incentives, they could not measure whether or not their focused incentive efforts were really driving incremental subscription sales. Most incentives were a standard “do this, get that” format that focused on the easy-to-sell low margin movie package. Ideally, the client wanted the agents to really focus on their branded stand-alone a la carte package that was of much higher value and margin.<\/p>\n<\/div>\n\n\n\n

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Engage<\/h2>\n\n\n\n

We proposed a neutral role as we were a strategic partner in the rewards and recognition space with our client\u2019s telecom partner. The telecom trusted us with their data, rewards and recognition strategy and solutions. We leveraged this relationship to develop an incentive that could help to drive incremental growth.<\/p>\n\n\n\n

We reviewed the previous data performance and created an incentive that incorporated stretch based step-it-up goals for sales that earned game plays and award points, stack rankings contests to drive competition within the various agent channels, and on-the-spot cards to award to agents that registered for their edu-marketing platform during on-site visits. We designed all of the creative communications to help spread the word and drive excitement. We then implemented the incentive on the telecom partner\u2019s rewards and recognition platform and loaded progress updates twice a week to ensure agents knew how they were tracking towards their goals.<\/p>\n<\/div>\n\n\n\n

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Reward<\/h2>\n\n\n\n
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  • 10x increase in average subscription sales by sales reps<\/li>\n\n\n\n
  • 1422% increase in high-margin subscription packages<\/li>\n\n\n\n
  • 1000+% increase in agent registration in the edu-marketing platform<\/li>\n\n\n\n
  • An increase in sales by all agent groups, no matter channel, location or focus<\/li>\n<\/ul>\n<\/div>\n<\/div>\n\n\n\n
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    Thought Leadership<\/h2>\n\n\n\n

    Learn from the best. BIW thought leaders bring you a deeper look at the business of inspiration.<\/p>\n<\/div>\n\n\n\n

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    An entertainment client struggled to drive high-margin subscription sales through their telecom partners. We developed an incentive program that included stretch goals, competitions, and on-the-spot rewards. This approach led to significant increases in subscription sales and agent engagement. Discover the full story and impressive results in the case study.<\/p>\n","protected":false},"featured_media":1409,"template":"","meta":{"case_study_logo":1297,"unique_title":"Driving subscription sales ten-fold","unique_cta":"","featured_image_focal_point":{"x":0.5,"y":0.5},"footnotes":""},"content-topic":[51,63,58,64,55],"problem-space":[66,57],"class_list":["post-664","case-study","type-case-study","status-publish","has-post-thumbnail","hentry","content-topic-communications","content-topic-communications-media-and-entertainment","content-topic-contests-and-incentives","content-topic-daymaker","content-topic-rewards","problem-space-channel-engagement","problem-space-sales-team-motivation"],"yoast_head":"\nDriving subscription sales ten-fold - Singapore (English)<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.biworldwide.com\/en-sg\/our-work\/case-study\/driving-subscription-sales-ten-fold\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Driving subscription sales ten-fold - Singapore (English)\" \/>\n<meta property=\"og:description\" content=\"An entertainment client struggled to drive high-margin subscription sales through their telecom partners. 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