Case Study: A Leading Technology Company

Client yields 11 to 1 return on investment through effective sales incentives program.

Situation
As a major player in a highly competitive global technology market, this client was looking to gain market share and solidify its position as the market leader. While the Company had used disconnected sales incentives in the past, it was looking for a cost-effective solution that would be flexible enough to support diverse business units with multiple program objectives and growing international opportunities. It wanted to expand its incentive efforts to reach all levels in its distribution channel, including partner resellers and sales representatives, reaching down to “feet on the street”. In addition it was looking for a way to get better insight into what was actually happening in the market place.

Solution
Working collaboratively with the client, Maritz recommended a sales incentive solution that would engage the entire sales channel, while offering the flexibility and scalability needed to meet the diverse demands of the Company’s business units. The Maritz technology platform allows each business unit to have its own personalized site, or identity within a common platform. With multiple programs linked through a single gateway, participants gain the ability to simply accumulate all of their points into a single account.

When sales reps make a claim, they are asked to answer questions relating to the sale and the end user. Questions include—what sector did they sell into, how will the product be used, how large is the end user, what competitive product was replaced, etc. Every two weeks, Maritz provides reports to each business unit detailing customers, products sold, and product applications.

The Company garners interest in the programs and sustains participation through effective and timely communications. Weekly emails and monthly newsletters help participants stay informed on program rules and keep the programs top-of-mind.

Meaningful and tangible rewards are key to effectively motivating participants. While the client had considered cash incentives, a review of the Maritz approach to effective rewards strategies convinced it to retain non-cash rewards. Since participants are from all over the globe, Maritz’ exclusively yours global catalog ensures that the rewards are country-specific, culturally relevant, and fulfilled locally. The global catalog provides merchandise and gift certificates in over 90 countries.

Results

• Five business units are participating in the program.
• Bi-weekly global reports have become a crucial market planning tool
• Recent analysis shows ROI results of 11 to 1
• The program yielded an increase in average gross profit per unit sold (across all units) of 13%
• Participation from international partners continues to increase significantly