FRITZ & MACZIOL reaps IBM Solution Accelerator Incentive rewards

Selling combined IBM hardware and IBM software solutions customized to meet client needs

Published on 17-Jul-2013

"The IBM Solution Accelerator Incentive has been a ‘win-win-win’ sort of story: a win for the customer, a win for us and a win for IBM." - Klaus Wiethoelter, management board member, FRITZ & MACZIOL Group

Customer:
FRITZ & MACIZIOL

Industry:
Computer Services

Deployment country:
Germany

IBM Business Partner:
FRITZ & MACZIOL

Overview

Founded 25 years ago and headquartered in Ulm, Germany, FRITZ & MACZIOL Group is an integrated solution provider serving a broad range of clients in Germany, Switzerland and throughout Central Europe. A valued IBM Business Partner since its inception, FRITZ & MACZIOL is a trusted, one-source, IT solution and services provider to around 1,000 cross-industry clients.

Business need:
Integrated solution provider and IBM Business Partner FRITZ & MACZIOL wanted to leverage the benefits of selling cross-brand IBM hardware and software solutions to meet diverse client needs.

Solution:
The solution provider participates in the IBM Solution Accelerator Incentive (SAI) to capitalize on sales of IBM hardware and IBM software solutions to clients.

Benefits:
By participating in the SAI program, FRITZ & MACZIOL has cultivated stronger partnerships with clients, encouraged collaboration between hardware and software sales teams, and boosted its bottom line.

Case Study

Founded 25 years ago and headquartered in Ulm, Germany, FRITZ & MACZIOL Group is an integrated solution provider serving a broad range of clients in Germany, Switzerland and throughout Central Europe. A valued IBM Business Partner since its inception, FRITZ & MACZIOL is a trusted, one-source, IT solution and services provider to around 1,000 cross-industry clients.

Partnering with IBM has been a very positive experience for the company. As FRITZ & MACZIOL management board member Klaus Wiethoelter explains, “The whole history of the company is very closely related to its successful partnership with IBM.”

Wiethoelter says, “As one of the largest IBM Business Partners in Germany, we have always aimed to be early adopters and providers of new IBM technologies and solutions; this has resulted in our becoming a very high-qualified partner to IBM and a trusted advisor to our customers. That's part of our success story, and our value.”

In addition to sales, FRITZ & MACZIOL creates proof of concepts with cross-brand IBM Systems and Technology Group and IBM Software Group offerings—designed to provide the absolute best solutions to meet client needs—and performs technical implementations. That’s why the IBM Solution Accelerator Incentive (SAI) has been so advantageous for the company—the program aligns perfectly with its business model.

Rewarding valuable Business Partners

Created to encourage greater cross-brand selling by Business Partners, drive greater solution content to meet customers’ critical business needs, and better leverage the breadth and depth of IBM offerings, the SAI program rewards sales of eligible IBM hardware including IBM® BladeCenter®, IBM Flex System™, IBM Power Systems™ and IBM System x® solutions and/or IBM storage along with eligible IBM software offerings. The products eligible for rewards have been chosen to align with customers’ top business needs in an effort to provide as much value as possible from their IT investments.

Rewarding Business Partners for selling IBM hardware and IBM software together for solution-based selling accelerates the design, development and deployment of key business solutions. Ultimately, the goal of the SAI program is to incentivize partners to more quickly address customer solution needs—while enabling IBM and its Business Partners to reach new markets and take advantage of new business models.

Realizing SAI program benefits

Wiethoelter says, “The FRITZ & MACZIOL success story is based on the fact that we supply our clients with IT solutions and services, not just one product. We act as a single provider, creating solutions ranging from IT infrastructure to applications for everyday customer use. And in my opinion, this very much fits with SAI. The program has improved our way of doing business.”

Wiethoelter says that the SAI program has helped the company’s sales teams focus more on selling solutions comprising products from across the IBM Systems and Technology Group and IBM Software Group product portfolios. “The program supports everything from small, core solutions to really large solutions, and the products we sell vary depending on our client needs.”

For example, FRITZ & MACZIOL has created a solution that it refers to as socialytics—a business intelligence application popular with many of its clients. Based on a System x and IBM storage infrastructure as well as IBM Cognos® Business Intelligence software, this solution is designed to help users gain deeper insights from the buying behaviors of their customers, particularly in the retail industry. Wiethoelter explains, “I think the success of socialytics has very much to do with the SAI program. It provided us with the motivation and the strong foundation on which to build this type of integrated solution.”

Also, as a result of participating in the program, FRITZ & MACZIOL has observed better teaming between its hardware and software salespeople. “The program has brought our sales staff closer together as they collaborate to develop solutions that exactly match customers' needs,” Wiethoelter says.

Naturally, the SAI monetary rewards have positively impacted the company’s bottom line. “The rebates from the program have very much helped to focus us, as a company, on selling IBM cross-brand solutions. We are very happy with the incentives we earn from the program.”

Extending benefits to Business Partner customers

FRITZ & MACZIOL customers are also benefiting from the sales of customized, cross-brand solutions encouraged by the SAI program. Wiethoelter says that clients have definitely noticed—and appreciate—the value they gain from investing in targeted solutions versus a single IT offering.

In Wiethoelter’s words, “It helps us to differentiate ourselves from the competition, many of whom are in the market to sell single products. SAI empowers us to sell solutions, and has been successful in aligning us very closely to the business needs of our customers.”

Beyond the obvious technology benefits, Wiethoelter says that many clients are pleased with the efficiency of buying a complete solution from a single vendor—versus purchasing individual products from multiple vendors.

Motivating sales teams, boosting revenue

Overall, the SAI program has helped to further motivate the FRITZ & MACZIOL sales teams to sell combinations of IBM Systems and Technology Group and IBM Software Group products. Between this and the program’s monetary rewards and bonuses, the company has seen an increase in revenue. Wiethoelter says that the SAI program has proven to be a great fit for FRITZ & MACZIOL. “We like it, we love it, and it very much helps us to be more successful and grow.”

In addition, the support demonstrated through the program has strengthened the Business Partner’s relationship with IBM. Wiethoelter notes that “IBM offers outstanding technical and cross-brand know-how regarding the hardware and software offerings we sell through the program.”

He concludes, “The IBM Solution Accelerator Incentive has been a ‘win-win-win’ sort of story: a win for the customer, a win for us and a win for IBM.”

For more information

To learn more about the IBM Solution Accelerator Incentive for IBM Business Partners, including how to participate and a list of eligible products, please visit: ibm.com/SAI

For more information about IBM Business Partner FRITZ & MACZIOL, visit: http://en.fum.de/

Products and services used

IBM products and services that were used in this case study.

Hardware:
BladeCenter, Flex System, Power Systems, Storage, System x, System z, Flex System

Legal Information

© Copyright IBM Corporation 2013 IBM Corporation IBM Systems and Technology Group Route 100 Somers, NY 10589 Produced in the United States of America July 2013 IBM, the IBM logo, ibm.com, BladeCenter, Cognos, IBM Flex System, Power Systems, and System x are trademarks of International Business Machines Corp., registered in many jurisdictions worldwide. Other product and service names might be trademarks of IBM or other companies. A current list of IBM trademarks is available on the web at “Copyright and trademark information” at ibm.com/legal/copytrade.shtml This document is current as of the initial date of publication and may be changed by IBM at any time. Not all offerings are available in every country in which IBM operates. It is the user’s responsibility to evaluate and verify the operation of any other products or programs with IBM products and programs. THE INFORMATION IN THIS DOCUMENT IS PROVIDED “AS IS” WITHOUT ANY WARRANTY, EXPRESS OR IMPLIED, INCLUDING WITHOUT ANY WARRANTIES OF MERCHANTABILITY, FITNESS FOR A PARTICULAR PURPOSE AND ANY WARRANTY OR CONDITION OF NON-INFRINGEMENT. IBM products are warranted according to the terms and conditions of the agreements under which they are provided. Statements regarding IBM’s future direction and intent are subject to change or withdrawal without notice, and represent goals and objectives only.