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Acer Energizes Channels with Government & Education Contracts
| “Tiffeny has proven herself to be an unparalleled source of strategic knowledge, resources and partnerships to penetrate these marketplaces with a fast track approach.” Stuart Carson, Senior Manager, Business Development & Organizational Alignment |
Overview
Acer America is the U.S. domestic
subsidiary of a $6B worldwide
manufacturer of personal
computers, peripherals, and electronics
for OEM, consumer, and commercial
markets. The company recognized
government and education customers as
their top market segment for Acer
commercial products supported by their
worldwide network of channel partners.
Acer America is the U.S. domestic
subsidiary of a $6B worldwide
manufacturer of personal
computers, peripherals, and electronics
for OEM, consumer, and commercial
markets. The company recognized
government and education customers as
their top market segment for Acer
commercial products supported by their
worldwide network of channel partners.
The Business Imperative
Acer embarked on a major customer
engagement initiative focusing on
government and education markets. To
build their go-to-market strategy Acer
needed to better understand the business
pain points of their end customer while
maintaining high confidence and integrity
of their two-tier sales channel model.
On the flip side, Acer knew their sales
channels needed to be optimized to meet
the competitive imperatives of pursuing
major government and education sales
opportunities.
Acer’s project was a 2 year engagement
centered on building their go-to-market
and channel strategy to successfully enter
the government and education markets on
a worldwide basis.
Acer embarked on a major customer
engagement initiative focusing on
government and education markets. To
build their go-to-market strategy Acer
needed to better understand the business
pain points of their end customer while
maintaining high confidence and integrity
of their two-tier sales channel model.
On the flip side, Acer knew their sales
channels needed to be optimized to meet
the competitive imperatives of pursuing
major government and education sales
opportunities.
Acer’s project was a 2 year engagement
centered on building their go-to-market
and channel strategy to successfully enter
the government and education markets on
a worldwide basis.
Bottom Line Results
Acer learned to be competitive and
manage the logistics of government
contracting while maintaining the integrity
of their 2-tier sales model. Results of their
worldwide government and education
initiative include:
Acer learned to be competitive and
manage the logistics of government
contracting while maintaining the integrity
of their 2-tier sales model. Results of their
worldwide government and education
initiative include:
 | In 2000, Acer secured one of the | |
| largest education desktop computer contracts in Australia (Victorian Government Schools) | ||
| In Hong Kong, Acer won a major | |
| contract to provide computer systems to support one of the first integrated learning environments in selected schools | ||
| Domestically, Acer was placed on 15+ | |
| government contracts in the US including Florida, Texas, New York, Georgia and North Carolina. Each contract was worth $2M to $7M+ in new annual revenue |
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