Azlan / Tech Data Group

“This was a genuine challenge. The ‘Challenge & Reward’ Program is a comprehensive package, extremely difficult to explain consistently across language and corporate barriers. Or at least it was...."

- Sophie Kramhøft, Cisco Business Development Manager

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Brief:

Azlan (Part of the Tech Data Group) are Cisco Systems’ biggest authorised partner organisation. They in turn manage a large amount of smaller and widespread partner organisations in the Cisco distribution channel. Partners on the reseller program were not getting the sales they deserved, and Azlan were faced with the challenge of communicating a new comprehensive incentive scheme, and a training guide in a simple, compelling manner - fast. In addition, there were 2 language barriers to overcome (Spanish and Dutch) so this big picture posed a significant challenge.

Cognac Solution:

Working closely with both Cisco and Azlan enabled us to extract the truly core elements to the “Challenge and Reward” Program. By creating a strong theme (”Planet Security”), and working with professional translators, we were able to carry the message across the language barriers too.

Results:

Utilising our fulfilment centre, we managed the distribution of the big pictures to the relevant parties. Since its introduction, partner sales are up and confusions surrounding the program have subsided. The “Planet Security” theme has been adopted throughout the program and the big picture has provided a strong platform for future success.

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