The Scope
The client, an IT consulting company, set out with three primary goals: to educate their global distributor network about their complex IT solutions, to capture more mindshare, and to meet discretionary sales targets. They sought to outperform their competitors by not only ensuring their channel partners had a deep understanding of their intricate products but also by making a meaningful impact on a global scale.
The Challenge
The competition was fierce, and the company needed to educate partners worldwide effectively. To distinguish themselves from competitors and hit their participant engagement, revenue growth, and module completion KPIs, they required a strong loyalty program, which HMI (now a part of 360insights) delivered.
The Solution
The concept was two-fold: the “Learn and Earn” module promoted product educational development, awarding points to participants upon successful completion; the “Sell and Earn” initiative rewarded participants for selling the corporation's products and services.
An array of interactive games were developed to keep the momentum. The games were tailored to different global demographics – a cricket game for India, Australia and the UK, ping pong for China, and soccer for Latin America and Europe. Every sale or eLearning module completed earned participants more time to play games, culminating in earnable points. The modules were translated into multiple languages, underscoring the corporation's commitment to its diverse global audience.
The Results
The dual-strategy implementation resulted in remarkable goals both in terms of participant numbers and revenue. Culminating in a rise in active participants by more than 10% year-on-year, surpassing their goal of 9,700 participants and achieving revenues that exceeded the target by 10.1% or over $78 million. The solution also saw an 11% YOY increase in completed learning modules (more than 195,000) in just one year of the program’s implementation.
