IBM was looking for a partner to place IBM solutions in a sales campaign specifically for small and medium-sized companies – both new customers and existing customers were to be targeted. The challenge for IBM was that the company’s solutions are also considered to be expensive because of their known high quality, which is why the solutions are often considered not to be suitable for small and medium-sized companies.
The objective for ALEX & GROSS was now to target small and medium-sized companies and convince them of the added value offered by IBM solutions – the aim was for us to create a strong position for the small and medium-sized business solutions and thus targeted lead generation.