When Samsung were looking to relaunch their B2B Partner programme, they knew an engaging digital experience would be keys to its success. Off the back of the success of their retail channel engagement programme, Samsung briefed to repurpose that platform and tailor it for a B2B audience, with an aim to deliver cost efficiencies through shared technology and expertise across the two teams.
The solution needed to enable them to easily scale the number of partners they supported, as well as open up valuable communication and training channels.
As busy sales professionals, the barrier to engaging with an external partner platform was always going to be high. We knew from the outset that ensuring the tools and content we provided added value to the sales cycle, and were seamlessly integrated with the rest of the partner programme, was crucial.
Starting with an empty, repurposed platform, we knew we needed to devise a rollout and optimisaiton programme that could support an ambitious launch schedule by leveraging existing tech and content, but could also be incrementally tailored to the needs of a B2B audience over time.
The result was a training and engagement experience across web and app, with content tailored and structured specifically for B2B sales users.
The experience was fully integrated with a sister partner management platform, and provided access to sales enablement tools and rewards, such as product comparisons, sales packs and deal registration.
The platform and partner programme has since been adapted to support fast localisation and distribution in other regions, and is currently live in five further countries across APAC.
In its first 2 years the platform has already delivered a clear ROI, providing cost savings on face to face training, improved engagement with partners - especially small and medium resellers - and better sales support through integrated deal tracking and reporting.
The streamlined production and partner onboarding processes that were introduced, also enabled the platform to scale with demand fast and efficiently over the first two years, leading to:
