Improving Channel Sales

The Situation

Revamping an outdated channel partner incentive programme

A tech multinational corporation had kept their channel partner 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• Over 15,000 participant emails were outdated or invalid, leading to bounced emails and roadblocks in communication.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 partner 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• Participant data was cleaned to remove outdated and invalid emails, and the programme was rebranded to better engage users and create excitement.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.
• 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 partner 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.