Background
Since 1983, Computacenter and IBM have been working together in strategic partnership. These two organisations have successfully provided a competitive offering of products and services to some of the worlds' largest multinational organisations. Computacenter and IBM assist organisations by managing their IBM technology from selection and purchasing, through to implementation, testing, managing, renewing and upgrading their solutions. IBM set target sales for Computacenter to meet and they often incentivise their staff to meet the targets.
Objective
To encourage the Computacenter sales team to hit their targets by promoting an IBM sponsored prize draw
Solution
This IBM programme gave all participants the chance to win. Every £50k (or £25k CC Direct), of IBM kit sold equalled 1 bond. The sales team members' name was added to the bond and it was then entered in to the prize draw.
Posters and postcards were distributed to the Computacenter sales team to promote this incentive programme. It needed to standout from any other incentive programmes that were running at the same time. We did this by producing fun and fresh material. The first prize was a MINI Cooper so we led with this as the key message. The mechanics of the incentive programme were communicated clearly and simply so that the sales staff knew exactly what was required to qualify for entry in to the prize draw.
Results
With the incentive still running, awareness is high and IBM are running over-target on key products.
