The B2B IT industry in Australia and New Zealand brings unique challenges when it comes to building lasting loyalty across your channel. A well-designed B2B IT loyalty program helps vendors engage distributors, resellers, and managed service providers who often juggle multiple vendor relationships at once. The result having a focused option in the battle for share of wallet, as partners can align to the brands with the solution and benefits themselves.
Price protection in a market where hardware, software, and services can be difficult to differentiate, plus an incentive offer above discount, so that partners can removed price as the deciding factor. With a clear loyalty or incentive structure in place, it is easy for partners to be swayed not just by the cheapest deal, if you offer solution, product and rewards, you fight on a different fight.
Channel engagement, reseller retention, and the acquisition of new partners also create challenges for IT brands. Resellers and distributors often face incentive fatigue because they are bombarded with competing programs from multiple vendors. Without a smarter, data-driven reseller engagement strategy, partner engagement efforts can fail to deliver meaningful results. Opportunities to motivate, reward, and retain the right partners are lost.
The B2B IT industry in Australia and New Zealand is a challenging channel , IT brands rely on distributors, resellers, and managed service providers to take their products to market. These partners often manage multiple vendor relationships at once, which makes true loyalty difficult to secure. The result is a constant battle for share of wallet, as partners focus on whichever solution offers the strongest short-term advantage in a crowded and competitive space.
Price protection is another hurdle. In a market where hardware, software, and services can be difficult to differentiate, many partners default to price as the deciding factor. This makes it harder for vendors to protect margins or maintain the value perception of their offer among resellers. Without a clear loyalty or incentive structure in place, it is easy for partners to be swayed by the next cheapest deal.
Channel engagement, reseller retention, and the acquisition of new partners also create challenges for IT brands. Resellers and distributors often face incentive fatigue because they are bombarded with competing programs from multiple vendors. Without a smarter, data-driven reseller engagement strategy, partner engagement efforts can fail to deliver meaningful results. Opportunities to motivate, reward, and retain the right partners are lost.
Building true partner loyalty in the IT industry takes more than generic rewards or short-term campaigns. The right program needs to reflect the complexity of your channel, provide visibility at every level, and support partner enablement to ensure successful engagement.
At 212F, we design loyalty, incentive, and reward solutions that are built for the unique challenges of the IT sector. From multi-tier loyalty frameworks to targeted sales incentives and high-impact reward options, our programs work together to drive partner engagement, secure share of wallet, and deliver measurable growth.
At 212F, we have a strong track record of designing loyalty, incentive, and reward programs that deliver real results for IT vendors and their partners. Our solutions have helped brands across Australia and New Zealand grow share of wallet, increase partner engagement, and achieve measurable sales growth.
Explore examples of how we’ve worked alongside leading IT businesses to create programs that drive behaviour change and build stronger channel relationships.
Nulon are always looking at ways to engage with our customers and support your relationships in meaningful ways that create opportunities for mutual growth. We are extremely pleased with the results of Nulon Xccelerate Rewards. It’s a program like no other in our space and I would highly recommend the 212F.
212F are a proactive, supportive event partner who are responsive to the needs of our business. Our events are always delivered to an exceptionally high standard, and with 212F’s industry experience and amazing support we couldn’t ask for a better event partner in organisation of our annual National Conference.
212F has consistently delivered outstanding products and experiences over the many years and many program incarnations I have worked with them on. They deliver a top-tier experience all round – understanding the business objectives and tailoring the promotion/experience to suit.
212F do an excellent job of managing our rewards program, talking to our partner community – great clear communication, along with an in-depth understanding of our business needs. The engagement, the support, the forward thinking, it’s all been next level and hugely appreciated.
Got questions about B2B incentive & loyalty programs, reward options or travel incentive & events ideas?
No question is too big or too small. We’d love to help you, whether that’s a potential B2B loyalty program design or a delivery of an engaging reward option. Give us a call or fill out the form below and we’ll be in touch soon.
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