Fujitsu Imaging Rewards Case Study
At Power2Motivate, some of the strongest work we did this past year came as part of our partnership with PFU. A Fujitsu company, PFU wanted to come up with an entirely new strategy for rewarding channel partners, particularly resellers, and we played a key role in making that happen.
"PFU wanted a new programme that would improve sales results."
The company's prior channel partner incentives programmes used simple prizes such as cash and rebates to motivate people, and they weren't very effective. For starters, the rewards were not particularly appealing because they were not country- or reseller-specific, and on top of that, the incentive structure was difficult to communicate.
We came in and revamped all of that. We ushered in a new programme that was designed to foster a newfound sense of reseller loyalty, and it worked. PFU saw an impressive 39 per cent YoY sales uplift from engaged resellers, increased reseller promotions per year from five to 22, and were able to extract cleaner and better data from their reseller network, and because of this, we received two IMA awards - the Consumer Offer/Branding Program/Customer Loyalty Award and the Sales Incentive Award.