Case Study: Avnet Riverbed – B2B Sales Incentive Strategy Drives 360% Growth

The Challenge

Avnet and its channel partner — Riverbed — needed a large-scale partner sales incentive strategy to support targeted B2B sales goals. They came to Elevation Marketing in hopes of stimulating competition among reseller partners and driving additional revenue.

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Our Approach

Encourage partners to close new accounts faster — and more competitively — with an incentivized “Race is On” sales event, featuring a once-in-a-lifetime trip to the Kentucky Derby.

The Results

Year-over-year growth among participants

Closed 60 net new deals

Enhanced ROI (78:1) based on cost-to-produce and revenue earned

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