The ability to expand wider and deeper into relationships has been a hallmark of success in the office technology universe, but it’s by no means relegated to the dealer space.
One manufacturer that continues to leverage its relationship with enterprise-level clients is Toshiba America Business Solutions, which last week announced a multiyear agreement with AEG, a global sports and live entertainment concern, to provide its award-winning e-STUDIO multifunction printers.
With this new agreement, brokered by AEG Global Partnerships, Toshiba becomes the official copier and multifunction printer provider of AEG, STAPLES Center, L.A. LIVE, the LA Kings and select AEG Presents operated music festivals.
This is the fourth major agreement struck between the businesses since 2014, when Toshiba became a Founding Partner and the official digital display provider for the STAPLES Center. That provided the foundation for Toshiba to expand its relationship via the new T-Mobile Arena in Las Vegas, which includes Toshiba Plaza and an adjacent outdoor district known as The Park.
The relationship then carried into Europe, where Toshiba rolled out its digital technology for the Mercedes-Benz Arena in Berlin, the adjacent Mercedes Platz entertainment district, and the O2 in London. That pact includes Toshiba’s upgrade of LED digital screens at L.A. LIVE.
This July, AEG and Toshiba announced an extended multiyear, multimillion-dollar digital signage partnership, making Toshiba the official partner of the LA Galaxy, and Dignity Health Sports Park in Carson, California.
Model Relationship
Bill Melo, chief marketing executive for Toshiba, calls the AEG alliance a model for its collective of sports-oriented relationships.
“They are very conscientious about our needs,” he said of AEG. “It’s not just about putting our name up in a stadium and hoping people see it. AEG introduces Toshiba to some of its partners. We’ve gotten a lot of business through the relationship that in some cases had nothing to do with AEG itself.
“We’ve helped them on their document imaging side, reducing their costs and improving some of the things they do. We’ve now done four separate deals with them, and it’s a testament to how well it’s worked for both parties.”
This newest agreement underscores the growing alliance. Coupling performance with security, Toshiba’s industry-leading systems will help AEG employees produce an array of document projects, from splashy marketing materials for season ticket holders and concert-goers to internal documents for day-to-day business. Toshiba’s Elevate platform further enhances workflow by allowing customization of the MFP user interface, including a one-touch operation for both common and sophisticated tasks.
“We are thrilled to expand our relationship with such a preeminent, industry-leading and iconic brand like Toshiba while equipping our workforce with the company’s best-in-class copiers and multifunction printers,” said Scott Bosarge, senior vice president of business services at AEG. “Toshiba’s state-of-the-art document management technology will enable employees within AEG Sports’ managed franchises, entertainment venues and live events throughout North America to simplify and improve everyday business processes in the secure manner they expect.”
This deal continues the partnership with AEG by increasing Toshiba’s presence across many of AEG’s sports and entertainment assets.
“We are incredibly proud of the relationship we’ve built with Toshiba over the last six years,” said Vice President of AEG Global Partnerships Jon Werbeck. “Their innovative technology has enhanced our business at every level and the addition of their multifunction printers across our organization will bring even more value to our global operations.”
The business union is certainly multifaceted. Melo added that Toshiba does extensive entertaining at AEG venues, as do a number of Toshiba’s dealer partners.
“We are honored to become the official copier and multifunction printer provider of AEG to allow their employees to operate more efficiently, effectively and securely through the use of our products,” he said. “The agreement continues Toshiba’s longstanding relationship with the world’s leading sports and live entertainment company as we implement our best-in-class print and digital signage technology throughout AEG’s signature entertainment venues, sports teams and live events.”
