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Atea Training
Academy
About the Company
Atea is a leading IT infrastructure provider in the Nordic and Baltic regions, headquartered in Oslo, Norway. The company offers a comprehensive range of hardware and software products, as well as IT infrastructure support and consulting services. Atea collaborates with major technology partners, including Citrix, VMware, Apple, Cisco, HP, Microsoft, Lenovo, and IBM, to deliver tailored IT solutions to businesses and public-sector organizations. As of 2024, Atea operates in 88 cities across Norway, Sweden, Denmark, Finland, Lithuania, Latvia, and Estonia, employing over 8,000 professionals. In 2023, Atea reported revenues of approximately NOK 35 billion (EUR 3.1 billion) and is listed on the Oslo Stock Exchange.
The Challenge
During a period of significant transformation, Merkantildata became Ementor, Eterra and then finally Atea which faced several challenges
Market and Distribution Dynamics
Rapid changes in market demands and distribution channels necessitated a strategic response to maintain competitiveness.
Leadership Transitions
The company underwent approximately 150 management buy-outs over five years, highlighting the need for cohesive leadership development.
Skill Enhancement
There was a pressing need to elevate the competencies of leaders, sales consultants, and service teams to improve performance and customer satisfaction.
Partner Integration
Aligning strategies with key partners such as HP, Compaq, and Ingram Micro was essential for cohesive market approaches.
The Solution
Atea partnered with ResultatPartner and Improve to establish the Atea Training Academy, a comprehensive program designed to address these challenges over a five-year period.
The academy featured a six-month intensive training phase, engaging approximately 400 participants across leadership, sales, and service roles including internal as well partners.
Key Components of the Training Academy
Customized Training Programs
Developed tailored content focusing on leadership development, advanced sales techniques, and service excellence, incorporating real-world scenarios for practical application.
Partner Collaboration
Integrated insights from partners like HP, Compaq, and Ingram Micro to ensure aligned strategies and cohesive market execution.
Performance Management System
Utilized the Improve Training Management Software to structure processes, monitor progress, and measure outcomes against key performance indicators (KPIs).
Holistic Development Approach
Emphasized leadership alignment, skill enhancement, and customer-centric strategies to drive growth and satisfaction.
The Results
The Atea Training Academy yielded significant and measurable outcomes
Revenue Growth
Achieved substantial increases in sales revenue, reflecting the program’s positive impact on business performance.
Customer Satisfaction
Enhanced service delivery and customer engagement led to improved satisfaction rates, strengthening Atea’s market position.
Leadership Cohesion
Developed a unified leadership team capable of navigating market challenges and driving organizational success.
Skill Advancement
Participants demonstrated notable improvements in sales and service competencies, contributing to a more competitive workforce.
KPI Achievement
The structured approach ensured consistent progress on vital KPIs and strategic objectives, fostering a culture of continuous improvement.
Through the Atea Training Academy, Atea effectively addressed its challenges, leading to sustained growth and a strengthened market presence in the Nordic and Baltic regions.
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