IBM - Reach for the Stars

Udfordring

Skab interesse og skaf faste tilmeldinger til IBM Nordic MTS Academy Workshop (kick-off salgsmøde)

Motivér IBM Business Partnere på workshoppen til at registrere sig på et salgswebsite, hvor et salgskapløb (konkurrence) foregår

Opbyg et fælles optimistisk samarbejdsmiljø mellem IBM og Business Partnerne – med nye salgsmål

Løsning

For at fremme et positivt budskab om holdånd og troen på, at selv de største udfordringer kan overkommes (og ambitiøse mål kan nås) arbejdede vi ud fra indgangen “Reach for the stars” med et helstøbt tema for både arrangement og salgskapløb. Vi arrangerede en space camp workshop i Københavns Lufthavn Kastrup med salgsmøder, briefing sessioner og tur i flysimulator.

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IBM - Reach for the Stars

IBM • IN

FINITE • KNOWLEDGE • SESSION

REA C H • F O R • T H E • STA RS

academymts

academymts

P Telefonisk præ-invitation fra IBM til Business Partnere

1 Reach for the stars space cadet kit sendes som DM til alle Business Partnere

2 Logging, briefing og workshop i Cph Airport

3 Online-registrering til salgskapløb og certificering

4 Kapløbet om salg af IBM-løsninger i fuld gang

5 Workshop-video holder ånden i live

Dear [Astro Spaceman]

Welcome to IBM MTS Academy 2009You have been enlisted to the Partner Session at the IBM MTS Academy 2009. We bid you welcome at Hilton Copenhagen Airport Hotel 131109 at 1000 hours. At the reception you will receive further instructions. We will return you to earth 141109 in the afternoon.

Full uniform requiredPlease make sure to wear your space uniform and sensible shoes at all time. We suggest sneakers.

Going where no man has gone beforeWe will take you on a journey towards the stars. Søren Holmgren will challenge you on performance. And you must prepare yourself for an extreme ride at OAA.

Cadet suppliesHardtack* is part of the program, but drinks at the airport and in the air that is not in the official program are at your own expense. If you have any special require-ments for food or anything else, please email Bjarne Nybo at nybo@dk.ibm.com before 101109.

Live long and prosper,Your host

Henrik Nygaard,Nordic Channel Manager, IBM

PS Being a spaceman is at your own risk… are you insured?

Space cadet ID

IBM INFINITE KNOWLEDGE SESSION • REACH FOR THE STARS • BPO BUSINESS PARTNER ENABLEMENT

IBM • IN

FINITE • KNOWLEDGE • SESSIONREA C H • F O R • T H E • STA RS

academymts

academymts

*food

IBM • IN

FINITE • KNOWLEDGE • SESSION

REA C H • F O R • T H E • STA RS

academymts

academymts

ARRIVAL PLANES

CAR PARK P9

HILTON HOTEL

TERMINAL 3

CAR PARK P7

TERMINAL 2

ARRIVAL TRAINS

Map of Copenhagen Airport

IBM • IN

FINITE • KNOWLEDGE • SESSION

REA C H • F O R • T H E • STA RS

academymts

academymts

ARRIVAL PLANES

CAR PARK P9

HILTON HOTEL

TERMINAL 3

CAR PARK P7

TERMINAL 2

ARRIVAL TRAINS

Map of Copenhagen Airport

Sølvfolieret, vakuumpakket space cadet start kit med skræddersyet logo, der informerede og motiverede deltagerne til at komme til workshop i Cph Airport.

Uniform

Briefing Kort over Cph Airport

Space pen

Blok

Kampagneforløb

Et gennemført temaArrangementet var pakket ind i space merchandise.

Deltagerne fik hver især tilsendt et space cadet start kit inden selve dagen med rumuniform, rumkuglepen, kadetnummer, registreringsinfo mm.

Sproget var militærinspireret.

Ved ankomst blev deltagerne logget og briefet på baggrund af kadetnummeret og vejledningen i deres start kit.

Uniformen var obligatorisk hele dagen.

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IBM - Reach for the Stars

IBM • IN

FINITE • KNOWLEDGE • SESSION

REA C H • F O R • T H E • STA RS

academymts

academymts

SPACE CADET INFORMATION

This message will eventually self-destruct

PARTICIPANTS IN THE MTS ACADEMY

Country Contact name Title Company

DK Jesper Skov Systemkonsulent Mølgaard Data

DK Jørgen Møller Salgsdirektør Softdesign

DK Alexander Carstensen Salgskonsulent Atea

DK Allan Christensen Salgskonsulent ArrowECS

DK Arne Henriksen Salgskonsulent ArrowECS

DK Frank Stott Enterprise Unit Manager Actebis

DK Jakob Andersen Product Manager Techdata

DK Claes Freder Salgsdirektør IBS

DK Ole Gade Sales Specialist IBM

DK Henrik Nygaard MTS Channel Manager IBM

DK Bjarne Nybo MTS Marketing Manager IBM

SE Adam Åkermark Sales Specialist Service Mgmnt Atea Helsingborg

SE Lars Wallin Service Sales Specialist Pulsen Systems Solution AB

SE Mikael Maront Service Sales Specialist SYSteam Stockholm

SE Ulrika Sandford Service Sales Specialist Pulsen Systems Solution AB

SE Linn Öderyd Maintenance Sales Specialist Pedab Hardware AB

SE Åsa Heller Market & Sales Specialist Enjoy IT Sweden AB

SE Mikael Stahl Service Sales Specialist Techdata

SE Kristian Gaverby Operations Manager Wincore Solutions AB

SE Roland Nilsson MTS Channel Manager IBM

FI Raino Kivelä Technical Sales Specialist GNT Finland

FI Hannu Myllykangas Director Technical Services Konehuone Oy

FI Jouni Lyytikäinen Partner Manager Atea

FI Risto Nieminen Sales Manager OY International Business Systems IBS

FI Miikka Laiho Services Sales Leader IBM

NO Marius Midtskogen Product Manager IBM GNT Norway AS

NO Oivind Frantzen Teamleader Tech Data Norge AS

SESSION DATE

HOST PARTICIPANTS

LOCATION LANGUAGE

ADDITIONAL INFO

MTS Academy - IBM Infinite Knowledge Session 13th-14th November 2009

22 Business Partners & 5 from IBM

English

Henrik Nygaard, IBM Nordic MTS Channel Manager

Hilton Cophenhagen Airport, meeting room ’Thor’ 2nd floor

Mobile phones: To be switched off

IBM • IN

FINITE • KNOWLEDGE • SESSION

REA C H • F O R • T H E • STA RS

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AGENDA

From 10.00 Arrival Hilton Copenhagen Airport – Registration counter outside Hilton Meeting Lobby 2nd floor Conference room ’Thor’ 2nd floor: Refreshments are served in Hilton Meeting Lobby 2nd floor

10.30-10.40 Welcome & Introduction · Henrik Nygaard, Nordic MTS Channel Manager

10.40-11.00 IBM Nordic Channel Strategy · John Hansen, Nordic MTS Executive

11.00-12.30 I see no limitations – do you? · Søren Holmgren, Author and Olympic Gold Medal Winner

12.30-13.30 Lunch

13.30-14.45 MTS Maintenance & Service offerings · Kurt Jørgensen, Nordic MTS Offering ManagerMTS tools that help you grow your business · Finn Månsson, MTS Customer Service ManagerCoffee/tea is served during the session

15.00-17.00 OAA – exercise

17.00-17.45 Appreciative Inquiry · Birgit Friis, Personal Development Manager

17.45-18.45 Own time – check-in to rooms if not already done

18.45-19.00 Welcome drink in Hiltons Restaurant Horizon, ground floor

19.00-22.00 3 course dinner is served in Restaurant Horizon

08.30-09.00 Breakfast is served in Hilton Meeting Lobby (outside conference room), 2nd floor

09.00-09.10 Wrap-up from yesterday · Bjarne Nybo, Nordic MTS Marketing Manager

09.10-10.00 Objectives 2010 · Henrik Nygaard, Nordic MTS Channel Manager

10.00-10.30 MTS Reach4Stars Academy · Bjarne Nybo

10.30-12.00 Group Exercise – Idea catalogue: Where to look for MTS opportunities · Bjarne Nybo; Henrik Nygaard

12.00-12.30 Conclusions and Goodbye from host · Henrik NygaardFeedback-form to be filled in

12.30-13.30 Lunch

From 13.30 Leaving Hilton Copenhagen Airport

Friday 13th November 2009

Saturday 14th November 2009

AGENDA

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IBM • IN

FINITE • KNOWLEDGE • SESSION

REA C H • F O R • T H E • STA RS

academymts

academymts

YOUR IBM CONTACTS DURING THE MTS ACADEMY

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YOUR CONTACTS DURING THE MTS ACADEMY

Country Contact name Title Company

DK Ole Gade Sales Specialist IBM

DK Henrik Nygaard MTS Channel Manager IBM

DK Bjarne Nybo MTS Marketing Manager IBM

SE Roland Nilsson MTS Channel Manager IBM

FI Miikka Laiho Services Sales Leader IBM

Ole Gade Henrik Nygaard Bjarne Nybo Roland Nilsson Miikka Laiho

SPACE CADET ID

MISSION

POM

CICHenrik Nygaard

HCAH 131109 1000h

IBM Infinite Knowledge Session – RFTS

Agenda udleveret i lufthavnen (Cph Airport)

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36 timers space camp caught on tape

Arrangementet varede 36 timer og blev filmet.

Optagelserne blev efterfølgende klippet sammen i bedste Armageddon- og Star Trek-stil til en video, der holder mindet og den gode holdånd i live.

Rumtemaet var eksklusivt, men i allerhøjeste grad også med et glimt i øjet.

Stemningsbilleder fra arrangementet

IBM • IN

FINITE • KNOWLEDGE • SESSION

REA C H • F O R • T H E • STA RS

academymts

academymts

IBM - Reach for the Stars

IBM • IN

FINITE • KNOWLEDGE • SESSION

REA C H • F O R • T H E • STA RS

academymts

academymts100%

tilmelding til arrangementet

100%22 forhandlere meldte

sig til salgsdysten

45beståede e-learningmoduler

på fokusområder

82%af deltagerne følte sig mere

optimistiske omkring håndteringen af den økonomiske krise

2,3 mio. kr.indrapporteret salg på fokusområder

23%vækst i omsætningen af

kerneforretningen i Q4 2009 sammenlignet med Q4 2008

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Resultater

Arrangementet var en kæmpe succes. Partnerne engagerede sig i høj grad – og morede sig efter eget udsagn lige så meget som IBM repræsentanterne, der var værter.

Partnerne bemærkede især, at arrangementet var et friskt pust og et solidt boost for dem i deres fremtidige salgssamarbejde med IBM.

Kampagnen skal nu bredes ud i hele Europa til 40 premium-forhandlere og 80-100 sælgere.

“Great arrangement and well prepared”John Hansen, MTS Executive