Motivforce’s innovative and pioneering approach to developing IBM’s channel incentive program, Know Your IBM, has been recognised with one of the most prestigious awards in the incentive marketing industry.

The Know Your IBM 2014 program was named Best Sales Incentive in the ‘Circle of Excellence’ Awards organised by the Incentive Marketing Association (IMA).  Motivforce’s Tony Zhang was presented with the trophy on July 28 at the IMA Executive Summit in Nashville, Tennessee in front of an audience of 300 top industry professionals.

IMA is the leading organization representing suppliers from all segments of the incentive marketplace. Founded in 1998, IMA’s membership consists of nearly 800 individuals and groups engaged in providing goods and services for incentive buyers and suppliers.

The Association’s highly-respected Circle of Excellence Awards identify and recognise outstanding examples of successful customer and employee incentive programs designed to help drive business. Both the company and the incentive marketing partner are acknowledged for effectively designing and implementing incentive programs to motivate their employees and win customers. Entries are judged on creativity, execution and results. Motivforce’s submission was commended especially for “creativity and professionalism in the development and execution of the outstanding incentive program Know Your IBM Sales Incentive.”
David Cox, CEO, Motivforce Marketing & Incentives said: “Winning a Circle of Excellence award is no mean feat as the entry and judging process is extremely rigorous, so we are absolutely thrilled to have been recognised in the Best Sales Incentive category for our work with Know Your IBM.

“This award comes close on the heels of Motivforce winning two PRO Awards last month with the KYI 2014 programme, which proves that we are leading the field when it comes to designing, deploying and operating pioneering loyalty and incentive programs.”

About Know Your IBM:
IBM’s Business Partner (BP) distribution channel represents 30% of IBM’s total sales and 40% of new SME business opportunities – the organisation is therefore heavily dependent on its BPs to win and protect market share against aggressive competitors.  The Know Your IBM (KYI) loyalty program is IBM’s primary sales and learning channel initiative targeting BP participants. It is critical to building relationships with BPs, increasing their knowledge of products and services, and growing overall revenue.

KYI is structured into two components: Learn and Earn whereby participants are rewarded with points for completing year-round online learning modules; and Sell and Earn which rewards participants for selling certain IBM products/services.

IBM set stringent objectives for 2014 in order to drive KYI to new levels of engagement cost effectively in 14 languages across 131 countries worldwide. All objectives were exceeded and the factors contributing to this success included: innovative local market gamification campaigns; bespoke analytics for each participant identifying their educational progress and effective communications tailored to individuals.