What is
?
A sales channel incentive structure based on
 Extensive goal-setting incentive research
 Patented GoalQuest® program results*
 Pay-for-growth performance design
 Proprietary program database & guidelines
* GoalQuest is the only incentive design that has ever been awarded a US patent
Structure
Participants have two ways to earn
1
2
Base program
Earn per sales unit/dollar amount starting at baseline or any other
designated point
Challengepoint goal
Select and achieve an incremental goal
Base program earnings are not ‘at risk’
Challengepoint goal earnings are ‘at risk’
– Awards are only paid if you reach your goal
Base Earnings Structure
Define a unit of measure and payout ratio
•
•
•
10 AwardperQs per $ 1,000 in sales
20 AwardperQs per unit sold
50 AwardperQs per 1% percent increase
Define an earnings starting point
•
•
•
•
Personal baseline
“X” dollars or units
Percent of baseline
Zero
Base Earnings Structure
Participants earn AwardperQs at the established
ratio once they reach the earnings starting point
– If they reach their earnings starting point any
AwardperQs they earn in the base program are not
“at risk”
Base program earnings continue through the
end of the program period
– Acts as an on-going incentive even after their goal
is reached
Challengepoint Goal Structure
• Participants select a personal goal
– Rewards escalate rapidly to encourage selecting
the highest goal achievable
•
•
•
•
All-or-nothing goal achievement
Personal baseline-related goals
Audience segmentation
Focused behavior
– Short program duration
– Focused program target
• Frequent program communications
Baseline
+ 30%
120
AwardperQs
Baseline
+ 20%
60
AwardperQs
Baseline
+ 10%
20
AwardperQs
as a Product
Complete end-to-end product:
– Program-specific website
– Built-in communications plan
– Progress reporting for authorized managers
Participant Home page
Challengepoint flash communication
Program Financials
• Setup, website hosting, communications and reporting
are provided at BI’s expense
– Standard website reports
• Program sponsor pays for awards earned by
participants who achieve their goal
• The Challengepoint database allows us to estimate
results during planning and measure them precisely
after the program
Included and Billable Items
Included items:
–
–
–
–
–
–
Program design
Website setup
Website hosting
Award brochures (if used)
Standard communications
Project management
Items billed to the sponsor:
– AwardperQs earned by participants
– Actual postage for mailing the brochures if used
– Any custom reports or communications
Implementation Steps
Design phase
– Initial discovery conversation to determine
• Audience, measurement metric, management participation
• Revenue and gross margin
• Baseline (run rate) data files
– Review design model(s) and estimates
• Alter and re-model as needed
12 working days prior to launch we need
• Approval of the rules document for the website
• The company or program logo for the website
• Participant load file with baselines and hierarchy
1-2 days prior to launch
• BI website testing
• Walk-thru website
Launch day
• Announcement emails sent, goal selection begins
Communications Calendar
Month 1
Announcement Kit
Mailed to
participants
Welcome Email &
Select Your Goal
Reminder Email
Email 2 “Select Your
Goal” Qmericals
during the Goal
Selection Phase
(flash)
“Progress to Goal”
Reports Emailed to
Participants
Email Qmercial
(flash)
Final Email Sent
Announcing if Goal
was Achieved
Month 2
Month 3
Month 4