Distribution Network: the 3 Essential Levers for Successful Engagement

The core challenge of creating a distribution network strategy lies in a simple question: “What can I do for my network partners?”

It’s a mindset that network managers will need to adopt, if they haven’t already, if they want to increase indirect sales.

Here are the most essential characteristics for the success of a distribution network.

Simplify your Distribution Network’s Life!

The simpler your engagement programs are, the more likely they are to be effective. To simplify your relationship with your distributors, several solutions exist. First, if you provide tools, make sure they integrate with those of your partners. Then, provide as few as possible; don’t forget that your competitors do the same: a salesperson will always prefer the supplier with whom the work is simplest. Finally, SSO (single sign-on), meaning having a single username and password for all your tools, is required in 2016.

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Dare to be Different!

Stay away from what never works. Creating an e-learning program for your distributors based on PowerPoint will never work. Sending 10 emails a day to salespeople to increase your share of voice won’t either. The simple act of not using these old, proven ineffective methods will earn you the recognition of your network. Don’t hesitate to ask for feedback from your distributors, especially those who give the least! Incenteev is a sales force motivation platform that integrates discussion spaces, which not only allow distributors who don’t physically meet to communicate, but also facilitate field feedback. Re-engaging distributors is often the first step to tenfold sales in your distribution network.

Quantify Everything, Make Data-Driven Decisions

Big data and predictive analytics are becoming standard in distribution network management. Each hierarchical level of a distribution network must be able to directly monitor the performance of the distributors they are responsible for, in order to manage the network in real-time. But it’s not just about collecting performance statistics. The challenge is to be able to explain why a particular distributor achieved a goal. This allows for the identification of best practices. The Incenteev platform allows every manager and salesperson to have their figures live from their mobile, tablet, or computer. This is a point that greatly helps many of our clients whose salespeople are mobile and manage several distributors.

To revolutionize the management of your distribution network, request a demo of our solution!

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• Energize Your Distribution Network: The 3S Strategy
• Distribution Network Incentive: 7 Tips for Developing an Action Plan
• The Complete Guide to B2B Partner Loyalty Programs
• KPIs and Metrics to Measure the Success of a B2B Loyalty Program
• B2B Loyalty Program: 8 Partner Portal Features Your Partners Actually Use