Activating channel sell, upsell and cross-sell through The Biggest Game in Town
Growing revenue through the channel
Honeywell wanted to lift its revenue and being a channel driven business needed a channel incentive solution to impact on revenue generation through its’ reseller network in Australia.
The reseller channel needed some excitement and a push to improve their sales of Honeywell products. Honeywell also saw an opportunity to encourage resellers to upsell, cross-sell products and attach services to increase the overall value of each reseller sales.
A sales incentives program was designed and themed as “The Biggest Game in Town” allowing the participating resellers to win at various stages of the program. Every eligible sales received reward and status points. Reward points were used to redeem gifts and status points led up to grand incentives trip to New York. Resellers were given access to a personalised portal that hosted their leader board position, their program status, reward claims page and the eligible products page which listed the products that Honeywell wanted the resellers to push for the period. Regular eDMs were designed and sent to inform resellers of program updates and to motivate them. The Walk aided in compiling and analysing the reseller sales data from the distributor to glean insights and trends on the program performance.
The key visual and messaging grabbed the attention of Honeywell’s reseller base with more than half of them joining the program. Measured over a period of 6 months after the introduction of the program, sales revenue from the program members far exceeded the sales from non-members. The program also allowed Honeywell to be directly acquainted with its resellers and understand them instead of through the distributor.