B2B loyalty & incentive design
Reward, recognition and incentive structures engineered for channel partners. Build new programs or reshape existing rebates, loyalty mechanics or travel incentives — all designed around the behaviour you need and the margin that pays for it.
B2B loyalty is a channel sales engine — a way to influence what dealers, distributors, wholesalers and reps choose to sell.
I define the behaviour you need (product focus, margin mix, category penetration, advocacy) and design the mechanics that pay for it.
This may mean building a new program or reshaping an existing rebate model into a modern loyalty structure. Every design is independent, vendor‑agnostic and engineered around your commercial model and margin constraints.
The result is a program that changes behaviour, grows revenue and strengthens channel relationships without overpaying for performance.
What you walk away with
- 01Program blueprint tied to the behaviours that move revenue
- 02Financial model covering breakage, liability and margin impact
- 03Reward supply and data strategy
- 04Launch roadmap with phased scope and success criteria
- 05Board-ready business case
Over 25 Australian B2B loyalty and incentive programs (+30 B2C) sold, designed, built and managed across trade, automotive, manufacturing, pharma, finance and wagering — including major B2B brands such as James Hardie, Bridgestone, Tabcorp, Taubmans/PPG, FujiFilm, dormakaba, Burson and AUSREO.
“Mark is the number one expert in B2B partner initiatives not only because of his network of vendors but his strategic thinking and ability to really listen to business problems, find solutions and go the extra mile.”
Marketing Lead, Brother International (2025)
Most engagements touch more than one area.
Let’s talk about growing your channel sales.
Describe your channel pain point in a couple of paragraphs and I’ll tell you honestly whether I can help.