Situation

CA, a worldwide leading information technology management company, partnered with Castle to produce a customized sales incentive program to incent CDW sales personnel to sell CA’s products. CDW is a reseller channel partner of CA’s.

Project

Castle worked with CA/CDW to customize a four day trip to Riveira Maya, Mexico. Complete event management included site selection, pre-event marketing, website design and implemetion, registration management, air and ground transportation, welcome events, numerous teambuilding and group activities, a final night gala and a post-event survey to measure ROI.

Strategy

Castle’s approach was to create motivation to sell CA’s products over that of its competition by creating a reward that was equal or greater than the effort put forth, but to also add value. Using experimental marketing and unique online tools geared towards “techies,” we were able to attract the sales reps, maintain their interest and reward their efforts with a trip to Mexico.

Results

The trip was highly successful, with CA/CDW overachieving the goals they were given. Adidiotnally, the contest fosterd some health in-house competiiton, with the …