Case study
Case Study: Engaging Sales Teams in a Restricted Advertising Industry
How a client in a heavily regulated industry used a gamified mobile app to train and engage more than 9,000 salespeople, with 78% joining weekly challenges.
By Mak Kordić, CEO & Business development, CNJ Digital
Updated
- users in Slovenia
- 6,000+
- users in Croatia
- 3,000+
- take part in weekly challenges
- 78%
- redeemed a reward last year
- 69%
A client operating in a heavily regulated industry came to us with a clear problem. Advertising options were limited by law, yet they still needed their brands to stand out at the point of sale. The question was how to educate salespeople and keep the client’s brands top of mind when a customer walks into a store.
The challenge
Traditional advertising was not an option because of industry restrictions. The client needed a direct channel to reach and educate the sales representatives of their B2B partners, the people who recommend products to customers every day.
The solution also had to be simple enough for everyone to use, so that adoption would be high from the first weeks.
The solution
Together we built a mobile app tailored to the client’s needs, with a gamification system at its core. Salespeople earn points for engaging with the app and its content.
- Weekly challenges keep interaction regular. They started with a word scrabble and grew to seven different challenge types.
- Daily touchpoints such as the Wheel of Fortune and a branded, flappy-style mini game give users a reason to open the app every day.
- A built-in rewards store lets users exchange points for real rewards.
- Learning content and a product catalogue give salespeople the knowledge they need to recommend the right product.
The results
The app grew to more than 6,000 users in Slovenia and 3,000 in Croatia. On average, 78% of users take part in the weekly challenges, and 69% received a reward from the store over the last year.
The client gained a reliable channel for communication and education with its most important target group and exceeded its KPIs. The project has now been running successfully for more than four years.
From custom project to Inspire
The results, and what we learned about user incentives along the way, led us to turn the app into a white-label SaaS product: the Inspire app. Other companies can now use the same proven approach, whether to drive sales and brand recognition through B2B partners or to improve knowledge, communication and loyalty among non-desk employees.
Read more about this approach in Why gamification is the key to retaining talent and The power of daily engagement.
Is your team next?
If you need to engage a sales team, partners or a deskless workforce, see how Inspire works for B2B partner enablement and other use cases, or request a demo.
Frequently asked questions
Which industry was the client in?
The client operates in a heavily regulated industry where traditional advertising is restricted. The client is not named, but the app has been running for more than four years with users in Slovenia and Croatia.
What results did the app achieve?
The app grew to more than 6,000 users in Slovenia and 3,000 in Croatia. 78% of users take part in the weekly challenges, and 69% received a reward from the app's built-in store over the last year. The client exceeded its KPIs.
How did this project become Inspire?
The results, and what the team learned about user incentives, led CNJ Digital to turn the custom app into a white-label SaaS product, Inspire. Other companies now use the same approach for partner sales teams, frontline employees and customers.
