page 1 challengepoint ® challengepoint ® achieving your goals achieving your goals
TRANSCRIPT
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Challengepoint® Achieving Your Goals
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Research shows that the three drivers of lasting behavior change are...
Emotional Commitment
“Human behavior stems from two
sources, knowledge and emotion”
- Plato
Goal Setting
“People who set goals are much more likely
to achieve”
- Dr. Edwin Locke
Focus
“My success is that I have focused in on
a few things”- Bill Gates
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What is Challengepoint?
• 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
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Challengepoint Structure
• Participants have two ways to earn– 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
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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
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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
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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
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Goal Selection Matrix
A participant’s baseline is their personal run rate
No AwardBaseline
Productivity
Baseline+ 10%
20 AwardperQs
Baseline+ 20%
60 AwardperQs
Baseline+ 30%
120 AwardperQs
GOALLEVELS
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Overall Earnings Opportunity
$ 0 INCREASING SALES
BASELINESELF-SELECTED
GOAL
NO EARNINGSBASE PROGRAM
EARNINGS
PROGRAMEND
GOALACHIEVEMENT
EARNINGS
PROGRAMSTART
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Rewards
• Challengepoint employs AwardperQs as the award media– Points do not expire– 137,000 awards plus travel and event tickets
The on-line awards site isAccessed directly from theChallengepoint website
• use for browsing• use for ordering
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Challengepoint 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
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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
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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
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Communications Calendar
Month 1 Month 2 Month 3 Month 4
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
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Challengepoint®
Achieving Your Goals