Almond Solutions rewards employees with ESOP-based NFTs. To know more, click here

Tag: B2B channel partners

Categories
Blogs

Do Your B2B Channel Partners Feel Cheated with Loyalty Programs

Channel Partner

B2B loyalty programs are under constant scrutiny over their effectiveness as they are in the B2C world. Let’s put it on the rest for once at all. 

Loyalty programs are an effective tool used by businesses to retain customers and increase brand loyalty. Yet, there are many B2B channel partners who feel cheated by loyalty programs, and in this blog post, we will explore why this is the case. 

Let’s start with the definition of B2B channel partners. Shall we? 

Channel partners are businesses that work with a company to distribute their products. This can include wholesalers, distributors, and retailers, among others. The relationship between a company or supplier and their channel partners is a crucial one, and building loyalty is important for long-term success. 

Yet, just having a loyalty program is not enough. Loyalty programs can have some hiccups. These can impact the relationship between manufacturers and their channel partners. Some of these hiccups are as follows:

  • Tangible Rewards 

The key reason why B2B channel partners may feel cheated by loyalty programs is that they often require a lot of effort to participate in. Generally, loyalty programs target individual consumers, with rewards such as discounts or free products offered for repeat purchases. However, in a B2B context, the rewards may not be as tangible, and the effort required to earn them may be much greater. 

  • Hectic Terms and Conditions 

A company might offer a loyalty program to their distributors, with rewards such as increased commission rates or access to exclusive products. However, in order to earn these rewards, the channel partners may need to meet strict sales targets or invest in marketing initiatives that they may not have the resources for. This can lead to frustration and a feeling of being cheated, particularly if the rewards do not seem commensurate with the effort required. 

  • Best Product is Indispensable 

Another issue that channel partners may have with B2B loyalty programs is that they can be seen as a substitute for good customer service. In other words, if a company is not providing high-quality products and services, then offering a loyalty program may be seen as a way of “buying off” their channel partners rather than addressing the underlying issues. 

For example, if a supplier is consistently delivering products late or with quality issues, a loyalty program that offers discounts or rewards may not be enough to address the root cause of the problem. Instead, the supplier should focus on improving their processes and addressing the issues that are causing frustration for their channel partners. 

  • Difficult to Analyze and Track 

Another challenge with B2B loyalty program platform is that they can be difficult to track and measure. Unlike B2C, B2B distribution-led sales cycle often takes much longer time, and it can be difficult to attribute a sale to a specific channel partner or loyalty program. 

This can make it challenging for companies to evaluate the effectiveness of their loyalty programs and adjust as needed.

Due to the above reasons, the feeling of being cheated among channel partners can increase, who feel that their efforts are not being adequately recognized or rewarded. So, what can manufacturers and suppliers do to ensure that their B2B channel partners do not feel cheated by their loyalty programs? Here are a few tips: 

  • Make the Rewards Clear and Achievable:  

Be transparent about what rewards are available and what channel partners need to do to earn them. Avoid setting overly strict targets that may be difficult to achieve, and make sure that the rewards are commensurate with the effort required. 

| “According to the 2019 Loyalty Barometer Report by HelloWorld, from a rewards perspective; 

  1. 77% of consumers enjoy free products; 
  2. 75% prefer discounts and offers; 
  3. 66% would like to get free samples; 
  4. 57% favor free services ;
  5. 41% like chances to win prizes.| 
  • Focus on Building Strong Relationships:  

Loyalty is not just about rewards – it is also about building strong relationships based on trust and mutual benefit. Make sure that you are providing high-quality products and services, and work with your channel partners to identify areas where you can provide additional support or resources. 

  • Measure and Evaluate the Success of Your Loyalty Program:  

Track your program’s performance and use data analytics to understand what is working well and what needs improvement. Use this information to adjust and ensure that the program is achieving its intended goals. 

  • Provide Training and Support:  

If your loyalty program requires a significant amount of effort from your channel partners, provide training and support to help them achieve their goals. This can include marketing resources, sales training, and other tools that can help them be successful. 

  • Communicate Regularly: 

Keep your channel partners informed about the program, including updates on rewards and progress towards targets. Regular communication can help build trust and engagement and ensure that your channel partners feel valued and supported. 

  • Conclusion 

B2B loyalty program platforms can be effective tools for building strong relationships with channel partners, they can also be challenging to implement successfully. To ensure that your channel partners do not feel cheated by your loyalty program, it is important to be transparent about rewards, focus on building strong relationships, measure and evaluate program performance, provide training and support, and communicate regularly. With these steps, you can build a successful loyalty program that benefits both your business and your channel partners.  

27 Post views
Categories
Blogs

Know the Potential of Rewards and Incentives to Increase B2B Sales!

Rewards and incentives

Loyalty Platforms offer channel rewards, which refer to the benefits and discounts. Manufacturers or suppliers offer these rewards to their B2B channel partners such as distributors, resellers, dealers, and agents. The goal of the channel rewards program is to motivate channel partners to increase sales, promote brand awareness, and support the manufacturer’s target.  

In this blog post, we will explore the potential of channel incentives to increase business and the benefits they offer. 

Increase Sales

When channel partners are motivated by rewards such as cash bonuses, discounts, or special offers, they are more likely to promote and sell the manufacturer’s products. This increased motivation can lead to higher sales volumes, which ultimately translates into more revenue for the manufacturer. 

Additionally, it can help manufacturer’s B2B channel marketing, as it allows them to penetrate new markets and increase their market share. By offering incentives to channel partners who are willing to sell in new regions or target new customers. It is the most effective and efficient way for manufacturers to expand their customer base and grow their business. 

Build Strong Relationships 

Reward programs can help build strong relationships between manufacturers and their channel partners. By offering incentives that are attractive to channel partners, suppliers can create a mutually beneficial relationship where both parties are invested in each other’s success. 

It can lead to increased channel partner engagements, which can help manufacturers to retain their best partners and avoid losing them to competitors. Additionally, strong relationships with channel partners can lead to better communication, collaboration, and a shared understanding of business goals, which can result in more effective sales and marketing strategies. 

Encourage Brand Advocacy 

When channel partners are offered incentives for promoting a brand or products, they are more likely to do so. This type of promotion can be especially effective in reaching new customers who may not have been aware of the brand or products before. 

Additionally, brand advocacy from channel partners can be more credible and trusted by customers than traditional advertising or marketing campaigns. This is because customers often trust the recommendations of people they know or respect more than they trust paid advertising. 

Drive Product Knowledge and Training 

Manufacturers can also use channel incentives to encourage channel partners to become more informed about their products and services. By offering incentives for completing training programs or for achieving certain levels of product knowledge, manufacturers can ensure that their channel partners are equipped to sell their products effectively. 

This type of training can help channel partners to differentiate themselves from competitors and provide customers with a better buying experience. Additionally, well-trained channel partners are more likely to be able to upsell or cross-sell additional products or services, which can increase revenue for both the manufacturer and the channel partner. 

Improve Channel Partner Performance 

By offering rewards for achieving certain sales targets or for meeting other performance metrics, manufacturers can motivate their channel partners to perform at their best. It increases performance and can lead to higher sales volumes, improved customer satisfaction, and stronger overall business performance.

Additionally, by tracking and rewarding performance, manufacturers can identify their best-performing channel partners and focus their efforts on cultivating these relationships for even greater success. 

Conclusion 

Channel rewards programs can be a powerful tool for manufacturers and suppliers. Those who are looking to increase sales, and want to build strong relationships with channel partners.  

By offering rewards that are highly personalized as per their channel partners, manufacturers can create a mutually beneficial relationship that leads to long-term success. To increase the engagement manufacture can introduce gamified platform and more engaging content. 

28 Post views