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.
1/4
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 [email protected] 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.
2/4
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
academymts
academymts
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
This message will eventually self-destruct
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
This message will eventually self-destruct
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)
3/4
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
4/4
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
Top Related