Running a customer loyalty program in an indirect sales channel
Is it possible to run a customer loyalty program in an indirect sales channel? If so, should we engage our distributors, end customers, or both?

    Requires Free Membership to View

    Login

    When you register, you'll begin receiving targeted emails from my team of award-winning editorial writers on the latest customer relationship management (CRM)and call center technology issues today. Our goal is to keep you informed on the hottest issues facing this fast-changing industry.

    Hannah Smalltree, Editorial Director

    By submitting your registration information to SearchCRM.com you agree to receive email communications from TechTarget and TechTarget partners. We encourage you to read our Privacy Policy which contains important disclosures about how we collect and use your registration and other information. If you reside outside of the United States, by submitting this registration information you consent to having your personal data transferred to and processed in the United States. Your use of SearchCRM.com is governed by our Terms of Use. You may contact us at webmaster@TechTarget.com.

If a customer loyalty program is gauged by how customers perceive value enhancement from any element of that program, then yes. Both distributors, as representatives, and end customers should be engaged for optimum effectiveness.

For more on customer loyalty programs, visit the Customer Loyalty Learning Guide.

This was first published in February 2008