Increasing Sales

Increasing Sales – Channel Sales Incentive & Training Initiatives

Situation:

A major computer hardware manufacturer needed to increase sales and market share in their channel sales divisions. Their Value Added Resellers (VAR’s) had other competitor’s products and service offerings. So, keeping top of mind and training on the latest technology features was instrumental in driving acquisition and growth. The goal was to maintain professionalism & integrity, while differentiating product & service offerings that would be of value to each reseller and their business.

Solution:

Understanding the many unique elements about the OEM’s products and services and how their VAR’s could significantly improve their business, TouchPoint recommended a comprehensive channel incentive program. This included all strategic and tactical alignment with their business goals and complete program management.  TouchPoint incorporated an easy web management system and automated many of the manual needs for the client. The client has now expanded this solution to other divisions, enabling program continuity and anlaytics across the enterprise. The incentive payouts to their resellers have increased over 30% in the last 18 months.