Industry
Telecommunications

Program Type
Referral

Situation Overview
As part of its objective to grow revenue in a highly competitive marketplace, client sought to tap its employee base as a key sales channel. The challenge was not only to motivate a diverse employee audience to provide leads for products and services, but also to provide a powerful online solution where employees could submit leads, call centers could retrieve leads for sales follow-up and program managers could access program reporting 24/7.

Solutions
A comprehensive Web-based solution was developed to support lead submission, lead processing and the fulfillment of employee awards. A powerful referral engine enabled employees to submit a lead online, see the lead’s progress as it moved through the sales channel and get an immediate update when the lead resulted in a sale and award points were issued. The same system offered tools for call center personnel, organizing leads so they could be retrieved and “worked” by the appropriate sales representatives. Program administrators had access to online reports detailing referrals, sales and award activity at an enterprise or at divisional or individual employee levels. From an awards perspective, each employee was given a personal awards account showing point earnings and redemption activity. An online catalog allowed employees to redeem points for items such as merchandise, retail gift cards and a prepaid Visa® card.