B2B

LG Channel Edge Q1 Program

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Challenge

• To increase LG B2B Division Channel Sales Reseller* sales points

 

• To increase LG B2B Division Channel Sales for Large and Small Format Commercial Monitors

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Solution

The LG Channel E.D.G.E (Educate, Differentiate, Grow, Earn) Program was created involving an integrated Education, Training, and Sales Performance Incentive platform.

 

A Call Centre was utilized to drive program awareness, lead generation and appointment setting for targeted Existing and New High Opportunity Resellers.

 

Digital Advertising was leveraged via Channel Publications and Distributor Websites to support broad based Channel awareness of the program. A dedicated Channel EDGE microsite as well as one to one Channel Sales Rep e-blasts were also used.

 

The Channel Partner Organizations were offered cash rebates for achieving specific sales performance benchmarks during the promotional period.

 

Channel Partner Sales Reps were required to complete a LG monitor product education and training module for which they received a cash reward.

 

The Channel Partner Sales Reps were offered cash rewards via a LG branded reloadable MasterCard for achieving specific sales performance benchmarks. The top 3 selling Channel Sales reps during the promotional period were also rewarded with LG merchandise.

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Results

• Reseller sales points increased by 33% vs. the previous quarter

 

• Heightened employee engagement and visibility to Canon Corporate performance and news

 

• Large and Small Format Monitor Channel sales saw a combined increase of 21% vs. previous quarter

 

 

Data Analysis