Higher channel sales revenue through higher engagement with training
HP's sales partners rarely engaged with its learning content or accessed its collaboration platforms. This meant being less than top-of-mind for channel partners and missed opportunities. Using Centrical this tech leader was able to motivate partner personnel to engage with online learning more, become more agile and, sell its products more and better. Download the full case study to see how they did it.
"With Centrical, we’re able to get our channel partners to engage more, learn more, and perform better."Frederic Garnier Digital Partner Experience Manager
Driving channel sales employees to engage with learning leads to more revenue
Channel partners are not employees of this iconic Fortune 100 technology brand. They have a variety of alternative products they can sell from. Learning about this specific brand’s products and promotions was never their top priority. Being able to keep HP’s products top of mind for its channel partners, and ensuring they are always knowledgable and aware of their benefits, was crucial for it to increase sales. The company needed to engage channel sales partners to use learning material and sales aids as well as share best practices and stay active with each other on its social hub.
Centrical was the “perfect tool.” It intrinsically motivates channel partners to get better at selling products and stay up to date. The platform offered unmatched flexibility. It was customizable, so different data sources could be integrated to trigger relevant learning and motivation mechanisms at the right time – ensuring maximum engagement and proficiency levels for each channel sales employee.
A game narrative was used, designed to drive desired behaviors and interactions. Each activity lets a seller gain points, redeemable for HP swag on Centrical’s white-labeled virtual store. Missions are linked to courses that deserve focus and give users more opportunities to win rewards.
After three months with the platform, 31% of users engaged with learning at least once a week. Today many users log-in more often than twice a week. For the channel partners where the program was deployed, completion of training activities offered by the company grew by over 50X. Lastly, the number of average learning modules channel employees voluntarily take grew by 20X – all leading to increased revenue for HPs product lines.