Our work

Channel Partner Incentive


The challenge

  • Driving sales of Dell’s product range by keeping it top of mind within the Softcat sales offices.
  • Cutting through the commotion of the sales floor and competition from other vendors with a Softcat-specific campaign.
  • Overcoming the Softcat Account Managers’ resistance to managing the deal registration process themselves.

The Solution

  • Rolling out a 5-month cash in salary incentive campaign targeted at Softcat Account Managers and sales support.
  • Delivering the campaign through 3 considered channels:
    • an online portal to simplify deal registrations
    • digital signage across Softcat offices to keep the campaign present on the sales floor
    • a launch email to track engagement
  • Engaging Softcat employees by putting them in the creative! We ran a ‘GLOW’-inspired photo shoot to capture the Dell sales team in 80s-themed costumes, props, and poses.

The results

ROI achieved
Account Managers engaged
average deal value


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