Relayware has added self-service Partner Activity Scoring to its partner relationship management (PRM) platform.
Vendors are often stuck finding a way to keep channel partners motivated while remaining educated on their product, and they turn to gamification to mitigate the task. The practice has been so successful that the gamification industry is expected to grow to $22.9 billion by 2022, as companies reap the benefits of educating, recognizing and rewarding employees for doing work thoroughly and on time by turning what is normally dull work into a game.
Relayware has embraced this trend with its Partner Activity Scoring functionality. By rewarding partners with points for completing partnering activities, Relayware customers can now measure partner success not merely in terms of revenue achieved and training success, but by measuring the softer aspects of engagement. Scores can be applied for a range of purposes – to benchmark partner activity, set and monitor engagement targets, manage program entitlements, and much more. The partner score is used to display achievement badges, reward achievement and nurture progress – helping the partner to become more engaged and achieve yet higher scores.
“Channel partner measures are too often based on the previous year’s revenue generation, which is backward looking and does not predict future success,” said Veronica Brunwin, Relayware chief product officer. “But the best practice is to have partner activity scores that are future focused, and can predict and simulate future sales. Partner Activity Scores can deliver future focused metrics that tie into gamification and also tier management rules. So training, portal usage, frequency, responding to a discussion group and starting a discussion are all weaved into your partner metrics and program rules, encouraging behaviors you want. Relayware’s Partner Activity Scoring does just that with a list of 50 activity metrics that vendors can use to drive the partner behavior they want.”
Relayware customers can now easily implement and customize their own Partner Activity Scoring functionality. Customers can score each partner’s behavior and to take steps to encourage desired behavior as part of their programs.
“We’re very excited to offer our customers the opportunity to take advantage of our Partner Activity Scoring tool to incentivize each of their partners to train and learn more efficiently about their products, which will improve interactions with end customers and grow revenues for everyone involved,” said Brunwin.
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