IBM Collaboration Solutions 2013 Innovative Leadership by a VAD
Debora Cole 1200005BJ2 DEBORA_COLE@US.IBM.COM | | Tags:  2013 collaboration vad value award distributor added
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Innovative Leadership by a VAD
This category recognizes a single IBM distributor who has demonstrated leadership in several key areas. The distributor will have demonstrated revenue growth year-to-year, and executed innovative and effective marketing campaigns to drive demand for IBM Collaboration Solutions (ICS) products. Additionally, this distributor will have expanded their IBM Collaboration Solutions and IBM Web Experience business via targeted partner recruitment, partner skill development and utilization of IBM channel marketing programs.
The winner is: Tech Data GmbH & Co.OHG, Azlan (Germany)
Tech Data Azlan’s dedicated IBM Collaboration Solutions (ICS) team continues their outstanding support for ICS Resellers that grew revenue across the ICS portfolio with double-digit growth in new licenses and renewals, as well as double digit growth in ASL new licenses in 2012.
They pursued growth with existing and new ICS Business Partners. One highlight in 2012, TD Azlan implemented an impressive IBM UC2 recruitment and enablement campaign. The target group consists of 500 competitive business partners not yet doing IBM Software business. The business partners were addressed by an IBM UC2 value proposition approach. The focus was on UC2 market development and growth potential by expert studies, value and case studies of IBM UC2 solutions and benefits for a new business partner. The UC2 campaign was a multi-touch campaign with following marketing instruments: UC2 Microsite, mailing, newsletter and telemarketing in combination with a call to action.
Tech Data Azlan uses the entire IBM Collaboration Solutions portfolio of products to run their business. They drove over 100 new Lotus / ICS certifications of their partners while increasing their own skills. They enabled and worked closely with Business Partners for on-time readiness for the new “Messaging & Collaboration” authorization group. They are a Prometric authorized testing site, and uniquely support their BPs with their “Azlan SVI Service,” “Azlan Renewal Dashboard,” and use IBM SW Value Package for implementing an ICS Social Software initiative solution in the Azlan Technology Center.
Tech Data Azlan drove a variety of innovative marketing demand generation campaigns with its Business Partners that included IBM ICS roadshows, events and webcasts and telemarketing campaigns. At the “Azlan All Night Long,” Business Partners had the opportunity to test, install and uninstall IBM Virtual Desktop for Smart Business. Azlan is also joining the Lotus/ICS community in Lotus Greenhouse – an excellent platform - to gain insights and best practices.
Rich in examples of customer references
and success stories, we commend Tech Data Azlan on their excellence in
serving their Lotus/ICS Business Partners and demonstrating outstanding
and comprehensive support for IBM Software.