Requirement:

We were appointed by the IT division of Samsung Electronics, to help the sales team to create a fresh approach towards engaging with the corporate reseller – Computacenter.

Background:

Samsung’s IT division contained three separate product units; display, notebooks and printers. Computacenter were purchasing a small amount of business from the display unit at the time we commenced this project.

Challenges:

Samsung was not a main supplier to Computacenter and the awareness of the Samsung IT offering was limited. Samsung’s brand awareness was associated with consumer products.

Focus:

Our approach here - was to focus the 3 units on collaborating, to bring the combined strength of Samsung together and align it towards the needs of Computacenter. It was clear that the individual approach of 3 separate product units weakened Samsung’s efforts.

Solution:

We became the ‘glue’ which brought the three units together, by helping each one to understand the value in sharing resource and information, to reach a common goal. This enabled us to re-position the value proposition of Samsung to great effect.

Result:

We significantly raised Samsung’s profile and made it simpler for Computacenter to do business with them. As a result, we helped Samsung to become one of the fastest growing vendors within Computacenter at the time, as they increased their business and position.

Samsung have since integrated all three product units into one IT Cluster division.

Conclusion:

This demonstrates how business can be turned around when people work together and leverage the full strength of an organisation towards its customers. It helped Samsung to see that each unit was a valuable part of one solution and that together they were stronger. This created a real sense of co-operation and team spirit, which enabled this success.

"We helped Samsung to become one of the fastest growing vendors to Computacenter at the time"