Twenty-eight separate sales incentive programs for North American resellers sounds comprehensive. In practice, it was a mess. Underused, poorly understood, and complex enough that the people it was designed to motivate had largely stopped trying. Nobody inside the organization was asking the obvious questions, and nobody had quantified the cost of doing nothing.
The resellers knew exactly what was wrong. Nobody had asked them. GamePlan asked.
We conducted structured one-on-one interviews with product and marketing managers across the country and went directly to resellers for their input. We used a successful consolidation we'd already implemented for the Canadian subsidiary as the proof-of-concept, then built the case for rolling it out nationally.
Within ten months, twenty-eight fragmented programs became one centralized, singular rebate platform across all product divisions. It remains in place to this day, which is the quietest possible proof that it actually worked.