Engaging the channel to drive millions in closed revenue
Xerox wanted a partner incentive programme for their Middle East and Africa partner base that would increase sales by persuading customers to exchange old machines for new models. Enigma devised and created a game-based incentive - ‘Expedition – a European Adventure’ – that engaged the channel and generated thousands of new deals worth millions of dollars in closed revenue.
The portal’s backend system allowed Xerox to administer the incentive, including a tool which validated partner deals against an approved SKU (Stock Keeping Unit) list which was updated daily, ensuring the deal registration and approval process was administered with ease.
In-market activity took place over a 6-month period and was so successful that Xerox decided to extend the activity for a further 3 months. To maintain engagement, promotional emails were sent out to each participant, advising them of the main prize leader board positions, providing details of monthly Amazon voucher winners and promoting the components of the main prize.
Enigma’s portal for our Winners’ Club 2018 Incentive fit our requirements perfectly. Our users got a fun, interactive site that was easy to use; and from the increase in visits and deal submissions from last year, it looks like Enigma’s creative vision really captured their imaginations. Behind the scenes the team supplied a back-end and comms plan that made our jobs a whole lot easier too.
- Channel Marketing Manager