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Nortel Overdrive |
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Background
Nortel Networks, the telecommunications equipment giant, was trying to change its perception in the Indian market. Nortel was perceived by its channel partners as a company with excellent product strengths but without the aggression and the drive to implement innovative channel marketing initiatives, promotion schemes and on ground activities.
Accentiv' India
Contact :S-10, 3rd Floor, Green Park Extension Market
110016 New Delhi
+91 11 42399804
accentiv-in@edenred.com
http://www.accentiv.co.in
Objectives
Increase sales through our enterprise channel partners
Educate channel partners about our products through a variety of interactive media
Encourage channel partners to attend our training sessions
Increase frequency of contact with channel partners
reward channel partners for the desired behavior
Action plan
Sales linked incentives for all stake holders in the sales process
Product knowledge through quiz / surveys
Training and certification
Relationship building
Rewards
Results
Increase in new registrations and sales
Increase in region wise channel penetration and revenue
More than 60% improvement in the communication index
Targets
Channel Partners
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