Computer Software Manufacturer

This nationally known software company sells one of its major lines exclusively through a reseller channel. They need to manage that channel carefully to ensure that the resellers continue to make follow-on sales to existing customers while prospecting for new customers. Our client does this through a team of district sales managers, each responsible for a territory that includes many resellers.

Loyalty Builders does a quarterly loyalty segmentation analysis that ranks and reports on all the resellers and all of their customers. Each reseller gets a quarterly report that includes:

• Their latest rankings on several metrics developed by LB
• A quarter-by-quarter listing showing how their numbers have changed since they first became a reseller
• A listing of each of their customers showing the loyalty analysis results for every customer

The district sales managers compare reseller performance with detailed benchmarks we calculate for them each quarter. The managers know the expected and actual revenue from each reseller. The district sales managers help the resellers use their quarterly reports to identify customers who are falling behind on their purchasing as well as customers who are jumping ahead.

The Loyalty Builders metrics are an important component of the company's annual customer recognition awards as well being part of the managers' compensation package.