Tech case study - B2B
Business Partners participating in IBM’s Know Your IBM Program generate 6.2 x more revenue
In a traditionally difficult sales channel, the use of gamification, e-learning and innovative incentives drove Know Your IBM participants to sell over 6.2 times more IBM products and solutions compared with similar profiled non-participants.
IBM’s Long Running “KYI” Program
Know Your IBM is a long-standing B2B loyalty program, having operated annually since 2001. Delivery of a rewards program that motivates resellers in IBM’s B2B distribution channel to undertake IBM product training voluntarily; a program which dierentiates IBM’s products and services from competitors’ offerings; and one which helps resellers convert sales of complex solutions, is critical to generating revenue for IBM, as well as protecting and growing market share. This became even more critical in 2020 due to challenging trading conditions caused by the COVID-19 pandemic.
“The Know Your IBM offering continues to surpass our targets every year. The communication tactics and online executions by Motivforce are simply first class.”
