NEW YORK – March 24, 2010 – An in-depth review of a major healthcare provider’s 2009 annual meeting reveals that a comprehensive engagement strategy can help increase sales and boost profits.
Researchers from the ROI of Engagement Group™ and the Enterprise Engagement Alliance recently measured the return on investment (ROI) from this gathering of healthcare insurance brokers and corporate management personnel. The meeting featured a program of training, relationship building and networking opportunities designed to increase sales and profits in specific markets and engage channel partners.
The report, The ‘ROI in Channel Partner’ Conferences – A Case Study, found that the engagement program translated into brokers presenting and quoting the company’s products more frequently, which in turn resulted in significantly stronger reported sales from event participants. Specifically, 94% presented the firm’s products more often; 98% quoted them repeatedly; and 90% reported greater sales of these products.
A Profound Impact
This is the third major research study released by the Enterprise Engagement Alliance examining the effectiveness of corporate engagement strategies.
The company in question (referred to in the report as “Allsante, Inc.”*) wanted to measure the effectiveness of their “Allsante, Inc. Encounter” conference and come up with hard data against which to make decisions about improving future programs. Initial results reveal that the program had a profound impact on the way the healthcare insurance brokers thought and felt about Allsante, its products and its people. For example:
A copy of the study, The ‘ROI in Channel Partner’ Conferences – A Case Study, can be found at www.enterpriseengagement.org
About the EEA:
The mission of the Enterprise Engagement Alliance is to provide research and education to help organizations profit from this growing interdisciplinary field that connects people, performance and profitability. Founders of the EEA include Peppers & Rogers Group and its 1to1 Media division; the Human Capital Institute; and Selling Communications Inc. PollStream, at PollStream.com, provides polling tools and expertise to help large organizations shape their corporate culture so that it’s more connected, collaborative and productive.
About ROI of Engagement:
The mission of ROI of Engagement™ is to help build the business case for engagement and in so doing, help businesses grow more profitably. Services include workshops, certification courses, webinars, keynote speaking, consulting and ROI evaluation. The initiative is led by Catalyst Performance Group, Inc. in partnership with The ROI Institute, and is supported by The Motivation Show and other partners to be announced in the near future.
* Referred to “Allsante, Inc.” at the company’s request.