Competition has always been intense in the market, with the race for a competitive edge pricing the realm of engaging channel partners.
Ledvance, a global lighting solution provider, is also facing this challenge as the lighting industry in the Middle East undergoes rapid changes. For companies such as Ledvance, strengthening its network of distributors and gaining loyalty is necessary for continued growth.
This case study delves into how Ledvance collaborates with Rewardz, a leading digital rewards and recognition solution provider, to secure and motivate loyal channel partners, safeguarding its company’s growth in the industry.
The Challenge
Amidst the competition in the Middle Eastern lighting market, Ledvance faces a challenge in maintaining strong loyalty from its distributors, and consequently increasing channel partner engagement. The diverse needs of sales teams across countries such as the UAE, Qatar, KSA, Oman and Kuwait necessitated a solution that could offer both consistency and localisation, both being critical factors in ensuring that incentives were relevant and impactful.
The Objectives
The program objectives focused on incentivizing engagement among Ledvance’s channel partners through the implementation of a tailored program. Rewardz aimed to create a streamlined and flexible incentive platform that effectively motivated channel partners. The initiative sought to convert engagements into measurable outcomes, driving sales performance and fostering long-term brand loyalty.
The Solution
Through a collaboration, Rewardz launched ‘The LEDVANCE Club,’ an incentive platform with pre-configured point reward settings to simplify its process. This allows Ledvance to provide incentives based on a channel platform’s sales performance. Through the platform, partners can upload invoices and receive points based on the defined criteria for Ledvance product sales.
The platform also offers different reward programs depending on a channel partners’ specific role and tailored to each country’s sales teams. Within the platform, salesmen can stay updated by accessing important information published by Ledvance as announcements and exploring details about newly launched products, all in real-time.
The Results
The approach led to high engagement, with thousands of invoices submitted on the platform by partners. Ledvance’s partners have also reportedly redeemed significant amounts of rewards, showcasing the platform’s effectiveness in driving motivation and participation.
On the side of Ledvance, the rewards platform also streamlined processes, minimising manpower and time spent on paperwork through the digital incentive system. This allows the company to focus on other strategies.
Through the collaboration, Rewardz has contributed to Ledvance’s objectives, helping them obtain measurable results that lead to business growth.
