Case Study: A Large High-Tech Company
The client wanted to spur partner sales to public sector customers.
Situation
The Client was looking for ways to increase sales of computer hardware to the public sector – federal, state and local government, and higher education. They recognized that their selling partners were a critical extension of their sales force. They wanted to become their partners’ company of choice during peak selling periods.
Solution
Maritz designed an incentive program, offering top performers the opportunity to receive a travel award when they reached a minimum qualifier of $1 million in sales based on dollar amount invoiced and shipped to eligible government and education entities during the program period. The program also had tiered categories with regional travel rewards and exclusively yours® card points being offered at other levels. Since the introduction of the program, 10 years ago, frequent changes in the Client’s product offerings and market conditions have required the program to adapt smoothly to the related changes in business needs. As the program grew, reliable data capture became critical in order to drive rules structures, guidelines, and manage the legal pieces of the program itself. Maritz built a robust online claims process with an internal tracking system that allows client stakeholders to observe partner performance.
Results
- The online claims process and internal tracking site has become an important input to the overall sales strategy.
- The program has proven effective for ten years providing incentive for partners to sell product during the peak season for the government and education business.
- Partners continue to show great interest in the release of program details each year.
