Tech Data Belgium: Distributor of the Year
1. Describe how you creatively solved a business problem or
exploited an opportunity in the areas of sales or marketing
At Tech Data Belgium we are throwing with servers, push resellers to their limits with some extreme
activities and celebrate the best cloud revenues at the biggest Belgian dance festival !
The business problem we saw in Belgium was to migrate the on-premise business to the cloud. We
needed to convince our resellers to take this step and they needed support and guidance during the
sales process towards end-customers.
Tech Data Belgium also wanted to increase the awareness of the resellers around End of Support of
Windows Server 2003. This is a huge opportunity for Tech Data, Microsoft and the resellers. We all need
to take action now to maximize this opportunity!
We anticipated on the above problem and opportunity by setting up different incentives, readiness
sessions and marketing programs like:
 The first Belgian Server Tossing Championship
 Microsoft Goes Extreme campaign
 The Biggest Party of the Year
 SMB express program
 Small Business Server, What’s Next?
You can find more details about these incentives and programs in the attached file “Incentives and
programs for opportunities.doc”
Due to our winning culture and these creative campaigns, Tech Data Belgium is able to keep its
leadership position in the market. Especially for Office 365 we outperform the market and keep a close
relationship with our resellers.
2. Proactive engagement to maximize mutual business opportunities
Tech Data Belgium is proactive in its approach and we are willing to make changes and adapt to meet
the needs of Microsoft to ensure that we can support them in meeting their and our goals.
This fiscal year we have restructured our way of working in the volume licensing business, rolling out our
Software 2.0 program and implementing Tech Data’s Turbo Sales methodology.
The goal of the Software 2.0 program was to restructure the license team and the tasks within this team
so we can, proactively, sell more cloud business of Microsoft. We also added two additional people to
the team of which one is a funded head for Microsoft.
By implementing turbo sales combined with our CRM system we are able to better segment our
customer database based on the reseller’s needs and purchasing history. We can optimize our customer
profiling so we know who to contact at reseller side and we can create better reseller campaigns. The
RAD model, Retain Acquire Develop, is a key driver within turbo sales.
3. Impact of this new engagement?
The introduction of the Software 2.0 program and Turbo Sales has had a number of positive impacts:
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Reorganization of the Licensing desk – this now includes two Microsoft specialists, one specialist
in backup, one Microsoft-funded head, one License Online expert (this has had a positive impact
on renewal and recurrent business) and two sales operations executives. This leads to a higher
service level and extra added value with the improved knowledge of the Microsoft specialists.
Microsoft experts are able to provide training to resellers on Office 365 and Azure.
Improved market share
Additional incentives which we can use for continuous development of the cloud business
Increased external visits
All these actions are resulting in market leadership and growth for both Tech Data and Microsoft.
Through our innovative and original campaigns, we are successfully driving Microsoft’s cloud business in
the Belgian market, assisting partners in taking opportunities and meeting customer needs. We are
educating partners and adding significant value by providing them with access to knowledge and
expertise in Microsoft technologies.
Our success has already been recognized by Microsoft and Tech Data EMEA at the Office 365 Summit
2015 in Rome, at which Tech Data Belgium won the award for ‘Outstanding Office 365 Performance,
Growth And Market Share’ and ‘Outstanding SPLAR Performance, Growth And Market Share’.
The testimonials, which you can find in the attachment (Testimonials.doc), are a proof that – from a
partner perspective – Tech Data is doing all the right things and helping them (and thereby helping
Microsoft) to drive and develop their cloud and server upgrade business.
4. Measurable results
Tech Data Belgium keeps its market leadership and has a strong growth in FPP and Open.
In all pricing levels Tech Data Belgium grow more than Microsoft Belgium (except OEM).
See attached document (Measurable results.doc) for more details.
5. Impact reach, frequency and yield or attach
Tech Data Belgium is taking the European lead on the matters of Office 365. Our initiatives are
translating in a stable and outstanding market share, revenue growth and reach.
See attached doc for an overview of the numbers and achievements: “Impact reach, frequency and
yield.doc”