Lenovo Channel Partner incentive programme

Overview

After an initial audit of the channel to help identify opportunities, we created, built, supported, and managed, LoveThink a Channel Partner sales incentive portal for Lenovo mid-range products. This allowed sales to be awarded reward points and then claimed as physical or online rewards. In agreement with HMRC, rewards were Free Of Tax liabilities to participants.

Challenges

Channel Partner engagement was low, and we needed to drive a new comms channel to this audience. Recruitment was key and so the rewards aspect was a challenging management process but solved with a clear digital solution.

Solution

A digital portal with full CMS to allow the capture of sales for promoted products and manage the rewards available for sales. Full reporting and data capture to allow management of UK Tax payments on behalf of HMRC. This released the burden of individual or Lenovo Benefit In Kind liabilities. We supported the application incentive with digital comms and email campaigns.

Impact

We recruited over 2,850 participants – exceeding the original target of 250 – making LoveThink Lenovo’s most successful Channel Partner sales growth programme. After 4 years this is their longest running incentive programme. Supported by a 52 week calendar of comms and using SPIF days as a recruitment vehicle it helped to break records in the Lenovo channel business with exceptional double-digit growth.