3marketeers | Creative | Case Study: Acer - Channel Programs


"Our Resellers love our new incentive programs."
VAR Channel Programs Mgr.
 

Opportunity

Acer utilized 25,000 resellers, each responsible for selling the company's entire line of PC systems, peripherals, and accessories. A small team within Acer was responsible for creating sales incentives and training.
 

Solution

3marketeers developed an extensive Reseller Channel training/sales program offering incentives to individual/team sales people for sales performance and online education. Having built a comprehensive online Reseller Extranet, 3marketeers deployed an initial direct marketing awareness program and monthly online promotions to drive awareness, traffic and ongoing participation. Each Sales Rep. worked through self-guided product tours, online quizzes, and earned points, redeemable for prizes. In addition, team-based sales performance increases were tracked and rewarded with incentive points.
 

Results

  • Over 19% Reseller participation
  • 9 month program, including fullfilment
  • New product sell through times decreased
 

SCOPE

Company  >  Acer
Industry  >  Consumer, Technology, Hardware, Products, Fortune 1000, Nationwide, Reseller Program, Education
Discipline  >  Collateral, Interactive/Multimedia, Channel Programs, Direct Mail, Advertising, Launch Programs, Training Materials, Corporate Identity, Sales Aids