Incentive Programme

CA Technologies

Objectives

CA Technologies wanted to refresh and enliven its pan-EMEA incentive programme for its two-tier indirect channel and internal sales and marketing country teams. The impact, participation and ROI of previous schemes had dwindled over the previous five years. It asked us to help raise awareness and stimulate sales of its new r15 family of software products, recruit more channel partners, motivate internal sales teams, distributors and partners and engage them in the CA brand.

Our Response

We created the ‘r15 Grand Prix’ themed incentive programme, where participants could win monthly and cumulative points for achieving different objectives – and could also win rewards for the fastest lap time per month on a branded online racing game. Six top performing partners in pole position at the end of the 8 month incentive won a trip to Las Vegas.

The Result

The incentive attracted 1,318 registrations – the highest level of participation in five years. The website received 30,438 page views, and the racing game was played 2,853 times. The number of registered deals was up 239%, with a 127% increase in value – smashing CA’s targets. A winning participant said the Las Vegas trip was a “great gift”. We continue to deliver incentive, marketing and event solutions for the EMEA marketing team, including supporting the r16 product launch.