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From Data to Dollars: B2B Rewards Program Strategies That Work

INCREASE YOUR SALES AND PROFITS WITH A B2B CUSTOMER REWARDS AND INCENTIVE PROGRAM

You’ll see your sales and profits increase when you introduce a growth-based rewards and incentive program for your B2B customers. Whether you are a manufacturer, distributor, or service provider and your customer network is comprised of wholesalers, distributors, dealers, retailers, resellers, or agents, a loyalty program directed to the customers in your sales channel(s) will keep them aware, engaged, and purchasing your brand and products – versus your competition’s. A customer rewards program is an effective, cost-efficient way to use your historical sales data to identify and fill purchasing gaps, drive incremental sales, and foster even greater loyalty between you and your B2B customer network. You’ll all realize stronger business results.


A B2B customer rewards and incentive program from Lift & Shift will help you meet your strategic goals.

Build your relationships with your B2B customers

As a B2B marketer, your customers and channel partners have more choice than ever before – more vendors, new products and new purchasing channels. You need to differentiate yourself and stand out from the rest of the competition.


Let Lift & Shift Loyalty help you evolve your relationship with your customers from one that’s purely ‘transactional’ to one that is personalized and relationship-centered. A B2B customer loyalty program helps you use your customer sales data to foster long-term relationships between you and your direct and indirect customers. It extends your relationship with them over time by rewarding them for their ongoing loyalty and stimulating increased new spending. A B2B loyalty program reminds them that they’re important to you and your business and gives you a significant edge over competition, helping you to retain your customers’ business and grow their lifetime value to your organization.

Be the preferred choice of your B2B customers

Customers in your direct and/or indirect sales channels have more choice than ever before. They are constantly being approached by competitors and their offerings, potentially impacting the sales and unit volumes for your brands and products. Help ensure you remain their #1 choice with a data-driven B2B customer reward and incentive program from Lift & Shift Loyalty. Your customers will receive rewards when making repeat purchases, increasing spending versus the previous year, ordering new product categories or doing anything else you’d like to see happen. Your customers will appreciate the rewards they earn and your sales team or channel partners will appreciate the extra sales pull-through a program brings with it.

Motivate and reward your B2B customers for meeting your goals – all your goals

As a B2B marketer, your primary objective for your customer base is to maximize and retain market share, building your sales and profits. But you likely have other customer-centric goals as well. A customer reward and incentive program from Lift & Shift Loyalty can influence your B2B customers to:


  • Try new brands and products
  • Increase order frequency and/or size
  • Reverse order volume declines
  • Place more orders online or via e-comm
  • Better promote your brands if re-selling to end users and downstream customers

Learn more about your business

A B2B customer reward program from Lift & Shift Loyalty makes use of your direct or channel sales data to understand which customers represent opportunities for increased sales – and also which customers might be at risk of defecting. This data analysis will improve your understanding of your customer network and guide the use of your customer reward and incentive program, targeting all customers with very strategic and relevant offers. In this manner you are able to convert more sales opportunities and minimize sales threats.

Learn more about customer reward and incentive programs for your business

Four steps to success

Set goals for your loyalty program

The reward program’s goals must be in sync with your business’ objectives and challenges. That’s where we’ll start.

Select rewards and incentives. Creative motivational offers

Lift & Shift builds a reward program that’s specific to you and your sales network – including choosing rewards and incentives that motivate your B2B customers and offers that will influence their behavior.

Communicate frequently

Personalized communications keep your B2B customers’ motivation and participation in the program high. They learn of their personal progress towards various goals and/or their status towards redeeming for their free reward. They are also more likely to read your company’s marketing materials and communications, which help them better understand your company, brands and products. That knowledge translates to improved sales.

Gather program results and use that learning to optimize your program’s ROI

We collect info to constantly learn what best motivates your customer network. Together, we then finetune your customer reward program, and optimize your program’s ROI.

B2B Customer Rewards Program FAQs

  • What is a B2B customer rewards program?

    A B2B customer rewards program is an automated performance-based selling engine. Loyalty rewards increase your visibility with accounts, ensuring you are more top-of-mind when it comes time to place orders in your category. You can easily use your program to target specific sales gaps or opportunities with strategic bonus offers and reward points designed to change customer behavior.

  • How can a B2B customer rewards program benefit my business?

    Rewarding loyal customers will increase your odds of capturing whatever spending your target audience is doing. It’s an excellent way of saying "thank you” and creates numerous opportunities to build ongoing dialogue and improve the customer experience, thus creating a stickier relationship. Programs are performance-based and highly measurable, so you only reward the sales behavior you want, which assures incredible program ROI and ensures the program is a profit center for your business, not just another sales and marketing cost. 

  • What types of rewards can be offered in a customer rewards loyalty program?

    It’s crucial to have something that appeals to a wide audience in your rewards program. And the rewards must evolve as trends change and new appealing reward options appear. Having a broad array of reward choices maximizes the program value to your customers, sales partners and/or employees and motivates them to stay engaged with your brand and loyalty program. Rewards can include company products/swag and account credits but must include popular third-party merchandise such as sporting goods, electronics, household items, home office supplies and automotive accessories, retailer gift cards, pre-paid credit cards and experiential rewards.

  • Can I customize the rewards and point system to align with my brand?

    Absolutely! Our B2B Customer Rewards Program allows you to fully customize the rewards and point system to align with your brand identity and goals. You can choose the types of rewards you offer, the point accrual rate, redemption options, and even personalize the rewards based on your customers' preferences.

  • How can your loyalty program help me strengthen my brand?

    A B2B loyalty program can provide numerous outcomes to strengthen your brand. We have a list of potential program outcomes that will help you find exactly what you are looking for. Check the links for Customer Program Outcomes, Sales Team and Channel related Program Outcomes or Employee-related Program Outcomes.

  • How do I get started with a B2B Customer Rewards Program?

    Simply contact us for a free consultation about your program needs/goals and quick demo of our capabilities. Once we get to work, our dedicated team will build and manage your loyalty program using our extensive expertise and our proprietary and flexible technology platform. We manage your program as your outsourced partner, taking your direction on program goals and objectives and then professionally executing for optimal results and program ROI. 

Lift & Shift loyalty programs suit all types of companies

We’re experts in B2B loyalty programs. It’s our specialty. We work with all types of companies, and all kinds of sales support organizations.

Lift & Shift Services

Here’s why you should work with Lift & Shift

Lift & Shift builds custom rewards and incentives programs to meet the unique needs of your business and your distribution network. It can be tailored to address the different needs of your various customers – so there’s no ‘one size fits all’ approach. Your loyalty and incentive program can be personalized for various segments of your indirect sales channel.

TELL ME MORE

Full-service provider

We handle all the details. Our team of loyalty program experts manage the program for you. Lift & Shift has years of B2B loyalty knowledge and experience that will quickly get you results. We work with you and take strategic direction from you. You don’t have to find, hire and pay for internal program managers. And we’ll ensure we have an ongoing learning plan, so each year you get better results.

Wide array of rewards to choose from

There are thousands of rewards from which your B2B customer network can redeem. There’s something for everyone. Rewards include:

  • Merchandise – a wide array of options to choose from, including your own products and/or branding apparel/SWAG
  • Debit and gift card rewards – for those who prefer attaining more rewards, more quickly
  • Ticketed events and other experiential rewards – an opportunity to participate in something special
  • Incentive travel rewards – explore the world and network with colleagues.

Performance-based fee structure

Lift & Shift is your partner, focused on your goals. We work with you to determine the best compensation model for our services – a performance-based variable option or fixed fee.

Your loyalty program is a profit center - for you

Let us show you how our customer rewards and incentive program can improve your business’ bottom line.