THE BUSINESS CHALLENGE
Enable two separate business groups to exploit latent sales opportunities across a their entire organization, worldwide.
The Strategy
Develop an incentive program that rewards sales team members for referring leads across their enterprise business segments.
The Tactics
Development of a rich data management and tracking system to support sales opportunities. Include functionality for referral distribution to relevant team leads in any region. Track engagement, performance, and impact.
Create an interactive portal for promotion, reward selection and distribution based on engagement.
Create campaign theme, engagement tactics, reward structure and online rewards store, managing recognition, securing and distribution of rewards.
The Results
Combination of 459 ERP and CRM opportunities over a 6 month period resulted in over $300mil in enterprise level pipeline.
Based on outstanding results, campaign refreshed after 1 year. Launching under the new theme Hall of Fame the entire program was extended another year with new incentives/perks. Program continued to drive TOF pipeline, became a best practice and was integrated internally.
RESOURCES
- Campaign strategy
- Creative thematic solution
- Contest/prize framework fulfillment
- Video teaser
- Site development
- Back end tracking, and reporting