Headquartered in Singapore, Total eBiz Solutions (TeBS) empowers businesses to evolve with the times, leveraging cloud, data, cybersecurity, and AI to transform operations. Its enduring partnership with Crayon helps drive growth through practical support, responsive sales and technical enablement, and a shared commitment to customer success.
Serving a customer base that ranges from SMEs to organizations in the public sector, TeBS is committed to delivering impactful solutions in the digital transformation space. That means finding the right mix of products and licensing models that best serve customer needs, which in turn requires a trusted distribution partner like Crayon.
After many years of working together, that partnership has expanded far beyond licensing. “We now work with Crayon on product enablement, partner ecosystem, and joint marketing events. Our collaboration has evolved a lot, especially in the last few years,” says Danny Tan, Senior Vice President and Head of Sales at TeBS.
Crayon has long been part of the company’s journey, adds Arun Kumar, Chief Technology Officer. However, deepening their partnership in recent years has been a huge growth catalyst for TeBS.
When it comes to navigating licensing complexities and unpacking various vendors’ products to secure the best outcomes for customers, Crayon is a key resource for TeBS.
“Customers can have different requirements even though they’re looking into the same solution,” says Danny. “I reach out to Crayon to provide sales enablement so we can understand the product and articulate its value to the customer.”
Such value often lies in the smaller details, and Crayon helps TeBS uncover these product nuances. “Take two different license tiers, for example,” Arun explains. “They may differ in finer elements that customers don’t always need, so it’s not necessary to go with the higher-priced option. Crayon understands these nuances well. When we work together at the pre-sales level, they bring those insights to our team.”
Danny appreciates how Crayon’s enablement extends in two directions. Internal training equips the TeBS sales team with technical knowledge and value-based messaging, while webinars and focused sessions give customers a deeper understanding of product features and updates.
Crayon also connects TeBS with its robust partner and customer ecosystem. “Often, when we collaborate on marketing campaigns or promote a particular product, Crayon helps us reach these partners and customers,” Danny says. “That’s how they help us build awareness and grow our brand.”
For Arun, this shows how Crayon doesn’t just focus on supporting TeBS as a channel partner, but also considers what end customers need. That level of understanding and care drives real value creation for everyone involved.
On the technical side, TeBS and Crayon collaborate closely on go-to-market strategies as well as upselling and cross-selling initiatives like security assessments. Their teams sit together to identify underperforming segments and create action plans for growth, including co-sell programs that Crayon helps secure funding for.
TeBS also works with Crayon on joint bids in end-to-end cloud migration and app modernization projects. “We bring our technical capabilities and Crayon brings the infrastructure expertise,” says Arun. “That’s a strong collaboration right there.”
He cites an example where Danny discovered a major opportunity during a chance meeting with a potential customer. “We realized they had a big IT investment pipeline, and we weren’t part of it yet. We saw a significant opportunity around consolidating their cloud licensing, so we approached Crayon and asked, ‘What can you do to help us get in?’”
Crayon responded with highly competitive license pricing and guided TeBS through the process, helping the company secure the customer’s licensing consolidation. Closing that deal led to three other contracts and more opportunities in the pipeline.
“At first, we were cautious because Crayon also has a direct business,” Danny admits. Those concerns abated as Crayon built trust through transparency, responsive support, and strong partner relationships.
“With the support they provide in optimization, licensing, and services, we can offer customers the right pricing,” he says, pointing out how this reassures him that Crayon is not a competitor, but a value enabler. “Their services and support are excellent.”
Arun reiterates that with Crayon, it’s all about collaboration “We know that both Crayon and TeBS have teams in data solutioning, but at the same time, Crayon supports us in go-to-market events and funding programs,” he says. “When it comes to cloud, we found a good strategy where our local presence and skill sets complement what Crayon has — and even what they don’t have — locally.”
With a partnership rooted in mutual trust, Danny looks forward to continuing to grow alongside Crayon. “That trust is what keeps us working closely together,” he reveals.
Arun doesn’t hesitate when describing what keeps the partnership strong. It comes down to how Crayon shows up in every collaboration. “Their agility, creativity in licensing packaging, and genuine commitment to our success make them stand out,” he says. “They see our wins as their own, which fundamentally changes how we collaborate.”
When asked why he loves working with Crayon, Arun emphasizes three things: agility, enablement, and shared success.
“Agility is a core area where Crayon really impresses,” he says. “There are a lot of new things popping up every day, and Crayon enables our team when it comes to those new products.”
He adds, “The creativity in how they package licensing is another thing we love. Crayon is great at that. It’s a key differentiator.”
Finally, Arun highlights a quality that truly defines the partnership between TeBS and Crayon: the commitment to mutual growth. “Seeing us win and considering it their own win as well, that changes the whole way we engage with each other,” he says.
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