B2B Loyalty Engine: Strategic Sales Steering and Competence Building in the Partner Channel.
The Brief (Challenge)
Our client, a global technology leader, required an advanced tool to stimulate market share growth within the SMB segment. The core strategic objective was not only to increase overall sales volume but to effectively direct Resellers' attention toward specific product lines (LOB) and strategic SKUs by offering prioritized incentives within the program. The project demanded a platform that could seamlessly bridge hard sales performance with community engagement and technical education.
The Solution
We leveraged the modular architecture of the Viramity engine to develop a multi-level Loyalty Hub integrated with PIM systems and the distribution network:
- Strategic Portfolio Steering: We implemented a flexible points mechanism that allows for priority incentivizing of specific product lines (LOB) and strategic models (SKU), directly influencing purchasing decisions and basket structure at the distributor level.
- Distributor System Integration: The system was fully synchronized with the databases of Authorized Distributors, enabling automated transaction verification without the need for manual reporting.
- BIZON Academy & Community: We created an advanced knowledge base module featuring a testing and badge system. Participants earn points not only for purchases but also for attending cyclical webinars and offline events, building loyalty through professional development.
- Rankings and Segmentation: We deployed competitive mechanics across three tracks: the Main Ranking, the "Rising Stars" category for high-growth companies, and the "BIZON Academy" for knowledge leaders.
- Multi-Partner Hub: The platform facilitates the presentation of solutions from Global Partners (Microsoft, Intel, AMD), creating a unified educational and sales ecosystem.
Impact
The BIZON program is currently recognized as one of the most effective and stable partner programs in the Polish IT market, now successfully in its 6th edition.
- Effective Margin Management: Through dynamic SKU incentivization, the client gained a tool to instantly support the sales of products with the highest strategic importance.
- Market Competence Growth: Hundreds of completed courses within the BIZON Academy translate into more professional sales and better alignment of technology solutions with end-customer needs.
- Reference-Level Stability: The program's longevity (6 editions) and the scale of its integration with major distributors position BIZON as a benchmark for the entire technology sector.
Summary
Facing a fragmented sales network and don’t know how to effectively direct partner attention to your key products? The story above is proof that the Viramity engine can transform the complex logic of multiple product lines into a clear, motivating loyalty system that shifts market shares exactly where they are needed most. If your strategy requires technology that doesn't just "count points" but actually manages your portfolio sales—let’s talk through your project.
Write to us at: marcin.przybyla@johncube.pl
