Channel Management Case Studies
Business Metric: Revenue and Turnover
For a leading trucking manufacturer, LogicBay captured, packaged and institutionalized top-performer learning for new hires and middle performers within the channel. Deploying the appropriate programs and information through the LogicBay Performance Center reduced turnover in the channel that produced more "core loyalists" and ultimately accelerated revenue growth from 11% to 42%
Business Metric: Revenue and Margin
Global competition drove the need at a Fortune 500 logistics firm to differentiate its offering from a product approach to a solutions approach. LogicBay is helping to retool over 3000 salespeople and engineers to align with the new go-to-market strategy that has shifted the emphasis from selling conveyer and roller products to providing solution offerings that reduce a client's true cost of logistics.
Business Metric: Increase Sales & Marketing Penetration
A $3.2B specialty chemicals company successfully relaunched dozens of existing solutions to the channel by capturing and packaging the specifics of "how" top performers apply solutions in various verticals. The company then marketed that knowledge and know-how in a revenue-generating program to existing and new channel members.
Business Metric: Increase Customer Satisfaction
A leading forklift manufacturer needed to prepare the channel for a series of New Product Introductions with new computer-operated controls and diagnostics. LogicBay developed a blended certification and performance support program.
Business Metric: Improve Adoption Rate of New Products
A leading software company needed an innovative way of reaching over 3.2 million professional developers around the world to increase the early adoption of new product offerings. An integrated and effective communication, motivation and enablement strategy, powered by the Web, publicized their solutions prior to launch for early adoption.
Business Metric: New Account Acquisition
A leading high-tech company is successfully using LogicBay's Sales Performance Center Program to contextually educate, motivate and communicate to its national sales force. The program helps Account Managers understand the "how to" and "WIIFM" of identifying, gaining interest and closing major opportunities with F500 companies.