Tech case study - B2B
Know Your IBM: Driving B2B Sales & Partner Engagement
IBM, a global IT leader, operates in a highly competitive market where resellers face numerous incentives from rivals like HPE and Dell. To strengthen reseller loyalty, IBM’s Know Your IBM (KYI) program rewards Business Partners for selling, proposing, and learning about IBM solutions. In 2023, KYI introduced gamified incentives, bonus rewards, and a new Propose & Earn component. The results were outstanding: KYI participants generated 5.6X more sales, global revenue grew 31% YoY, and engagement soared. With a 79% claim rate and increased reseller enthusiasm, KYI continues to be a key driver of IBM’s market success.
“The Know Your IBM offering continues to surpass our targets every year. The communication tactics and online executions by Motivforce are simply first class.”
