Building Loyalty with Channel Incentives and Training for Global OEM

An OEM’s marketing department was directed to revamp and improve its incentive program for its distributor partners. However, the OEM did not have a direct connection with all of the distributors or people within them who would be enrolled in the program. Because its competitors were running incentives to the same distributors, the OEM did not want to fall behind and lose market share. Due to the lack of a centralized platform at the time, the company was unable to track program participant activity or measure ROI.

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