Distributor VADition has launched Drive, an incentive programme that acknowledges the step by step contribution of pre-sales, technical and sales individuals toward the business development milestones and sales outcomes of their reseller organisation. Conceived and managed by VADition, Drive is actively supported by their vendors who will use it to stimulate periodic business objectives.
Self-administered via an online portal, Drive uses a points system that can be converted into benefits for reseller organisations, and rewards for individual sales/technical employees. The system is fuelled by vendor ‘Calls to Action’ that clearly define all criteria along with a points value. Providing the criteria is met, the response will be approved and the points awarded. Each time a response from a registered individual is approved, the points detailed will also be awarded to the reseller.
Barrie Desmond, Marketing and Business Development Director of VADition, says: “This scheme shows VADition’s progressive approach to the channel. We recognise that the entire sales cycle for introducing disruptive technologies to customers demands the contribution of whole teams within each partner organisation. We will reward those individual team members for their achievements, as well as benefiting the reseller they work for.”
Activities that could accrue points – in addition to clinching sales volumes – include: attending educational webinars, reaching training goals, prospect appointment setting, and Proofs of Concept. Reseller benefits include marketing funding, subsidised training, demo kits and ready-to-go demand generation campaigns. Individuals can earn rewards such as weekend breaks, restaurant meals, and car test-drives.