Leading Technology Reseller Sought to Gain Control of Vendor Spiff Programs Targeting Their Inside Salesforce.

The Challenge

A leading technology reseller for business, government and education, needed to manage spiff programs from hundreds of vendors. They wanted to make the incentive cycle more effective and drive incremental sales. The reseller also needed to capture better information about what their sales people were earning and minimize the time they spent registering and filing claims for spiff programs.

The MTCPerformance Solution

SpiffCENTRAL™ Vendor Manager’s unique three portal environment was the perfect fit for the client’s needs. It allowed vendors to submit programs online for the reseller to approve and push those programs to their sales teams.

MTCPerformance worked closely with the client to add all their sales staff to the database and established a system for importing sales data so that no claims entry was necessary. Sales people received spiff rewards from each vendor on a single, reloadable, reseller-branded prepaid card, making it easy to keep track of their total earnings, and serving as a constant motivational tool.

MTCPerformance created a registration packet and conducted numerous SpiffCENTRAL demonstrations to help vendors understand the value of the program and maximize participation. MTCPerformance also processed vendor enrollment and collected start-up fees for the client.

The Results

SpiffCENTRAL Vendor Manager provided seamless flow of information to all parties, allowing the client to gain control of vendor spiff programs. 70% of vendors who were offered the opportunity participated in the launch and their enrollment fees covered the client’s start-up costs. Our client not only reduced the amount of time spent on spiff administration, they also have captured more available incentives and added visibility and control to the payouts. The salespeople enjoyed the ease of receiving all rewards on one debit card and can now focus entirely on selling, with no claims filing to worry about. Best of all, our client is now able to measure the success of spiff programs as well as how their sales team is compensated