Xerox - Enigma Marketing Services
Xerox Winners Club – Engaging partners, registering deals
SERVICES INCLUDED

Xerox, the world’s leading provider for enterprise business process and document management solutions, approached Enigma to support re-engaging their developing market partner base across the Middle East and Africa. The challenge was to support revenue growth in region by motivating and inspiring partners to target customers using old, outmoded print technology.

Challenge

Enigma devised a simple but effective competition to encourage partner sales people to accrue points through their registered deals. Those with the most points would be in with a chance of winning an all-expenses-paid weekend trip to London, including a West End show, a Premier League football match, dinner at the Shard, and a £500 Harrods shopping voucher. The three top performers overall, plus two others chosen completely at random, won the prize. The competition was interspersed with smaller weekly prizes, and spot-prizes. We branded the competition Winners Club, and developed a series of assets, available both online and off, to keep the partners focused and help them close more deals.

Response

Partner sales people had to register to be part of Winners Club, then earn points by registering every Xerox deal they made. The competition ran from October 2015 to April 2016. All resellers received an Initial Support Kit, which was developed specifically by Enigma to help them hit their sales targets. The kits contained details of the latest Xerox products, an encyclopedia of Xerox product development, example offers, advice on effective selling techniques, guides on writing successful emails, and more. In addition, there were supporting comms in the form of posters, email signatures, giveaway items and banner ads.

Outcome

All supporting assets were hosted on a specially built Winners Club microsite, also developed by Enigma. As well as hosting the assets, this was where resellers had to sign-up to participate and then register their deals. It also featured a leaderboard, and was supported by a series of weekly update emails that promoted spot prizes, points-boosters, and other incentives. Communication open and click through rates remained strong throughout the duration of the Winners Club competition, with over one third of all those resellers targeted engaging and registering to take part. Around one third of those went on to regularly register deals.

Keeping sales teams engaged and registering deals was our core aim, we achieved this through a mixture of physical and digital comms, an interactive leaderboard, great prizes and stand out creative.

Marcus Hiles
  • Client Services Director
  • Enigma Marketing

Whether you need assistance with an ABM campaign, to improve engagement with channel partners or to take content marketing to the next level, just get in touch.

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