Built an incentive program model for a technology giant to optimize their spend and maximize the ROI.

The Business Challenge

The client is a Fortune 50 multinational technology giant & the worldwide leader in software, services and solutions. They have a learning group within the organization that is responsible for designing, creating & driving sales of training assets related to their technology products in the market. The learning group does have a marketing budget to run marketing campaigns & programs for their partner community to drive sales of training assets. The learning group wants to design an Incentive Program that optimizes the marketing spend on training assets & maximizes ROI.

The TurnB Approach
  • TurnB identified and extracted relevant data elements from the Client’s database and checked its accuracy.
  • An exhaustive list of factors is identified and hypothesis were formulated.
  • Each hypothesis was tested, and exploratory analysis was performed on them to analyse certain patterns in the sales data which eventually helped to forecast sales.
  • The team designed a model using Python which assimilated dynamic fields to input quantity thresholds/rebates and estimated incentive pay-outs and revenue.
  • Key metrics were identified and developed a Power BI dashboard to track the performance of the program.
  • Monitored the performance of incentive program on a fixed cadence and suggested course corrections as needed.
Implications
  • Significant sales lift was achieved.
  • Increased customer satisfaction.
  • The learning group is now able to take proactive course correction measures due to timely tracking of incentive program performance.
  • Existing skills gap was gradually reduced around emerging technologies in the market.