Unify is a global communications software and services company, bringing together mobile, fax, email and text into one platform, streamlining and empowering an increasingly mobile workforce towork better together, therein driving better performance.
Unify joined forces with Edenred to introduce a scheme to help incentivise channel sales with the goal of increasing sales of the product and maximising income by rewarding third-party resellers forthe sales achieved.
Product in practice
This is a unique offering in the market and the only scheme which is set to influence third party sales people at the point of sale.
The reward programme needed to reach and appeal to all sales representatives of theOpenScape Business resellers who are currently based across 28 countries.
Whilst this unique system is global it maintains a local perspective in order to appeal to its broad audience – it is an online, multi-lingual, incentive platform offering a pre-paid MasterCard® as a reward mechanism.
It is very simple. The sales person logs their claim via an online platform. The claim is then automatically approved within a few weeks when matched against their monthly Point of Sale (POS). Funds (in their local currency) are loaded onto their individual OpenScape Business MasterCard® and can be used within 72 hoursof approval.
Vice President at Unify says: “Not only have Edenred delivered a scheme which works worldwide, they have demonstrated that it is directly influencing decisions at the point of sale. This is providing great rewards for the sales people and for our business. The OpenScape Business rewards programme has not only fired up sales but is also strengthening relationships between the manufacturer, distributors and resellers.”
The communications challenge
With a highly diverse sales force that is not directly employed by Unify, communicating the scheme was no easy task and some innovative approaches were needed. Edenred worked with the team to design and implement a communications strategy that delivered tailored messages to ensure maximum impact across the workforce worldwide. This included webinars, presentations, mail shots and email communications.
This partnership saw the successful production and implementation of the very first global reward system with a local perspective and the results were phenomenal, exceeding expectations:
- Following the launch of the programme,sales nearly doubled compared to the previous financial year
- 40% increase in OpenScape Business product sales – exceeding the target by 20%
- The programmes sped up the launch of the product to market
- 40% market penetration of OpenScape Business product within 6 months – exceeding the targetby 10%
The scheme has also achieved two top industry awards:
- Bronze winners at ‘The Institute of Promotional Marketing Awards 2014’ (The IPM) for ‘Sales Incentive Programmes’
- Winners at the Employee Benefits Magazine Awards 2014 for ‘Most Motivational Benefits’