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. We 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.
Digital and physical marketing communications directed partners to the incentive portal (developed by Enigma) which comprised the user sign-up, incentive details (including the prizes on offer and terms and conditions), eligible machines, a deal registration form, a leader board and supporting sales enablement materials. Partners were notified when deals were approved to encourage them to check their ranking on the leader board for the main Catalan Adrenaline Adventure prize.
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 six-month period and was so successful that Xerox decided to extend the activity for a further three 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.