CASE STUDY:

Global Distributor Automates Installed Base Sales Management

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Highlights

  • Fortune 500 Global Distributor Company
  • Automated Asset Lifecycle Management with iasset.com

About the Company

Our client is one of the largest value-added technology Distributors in the world. Working with leading vendors and resellers, they help their customers and suppliers solve business challenges through the use of the latest technology and solutions.

The Challenge

Asset lifecycle management is a complex area of Sales and CX - particularly when operating with global channel partners. With an ever-increasing volume of data accumulating through its vendor lines and reseller partners, this global Distributor was struggling to manage its installed base and stay on top of asset lifecycle opportunities - from upsell, cross-sell, refresh, migration and upgrades, to renewals. Grappling with multiple disconnected systems and spreadsheets to run its Sales/CX business, identifying and prioritizing opportunities for its resellers was like finding the proverbial needle in a haystack. And, as the market shifted to consumption and subscription based models, it was clear that their existing manual processes could no longer be sustained. Failing to change would result in missed opportunities in an already commoditized and competitive market.

The Solution

This Distributor chose the iasset.com platform to provide its partners with a single, real-time view of their installed base, enabling them to manage and action all of their asset lifecycle opportunities with ease. With the help of iasset.com, they can proactively mine their existing customer base for upgrade, feature attach and cross-sell opportunities, to help demonstrate value and remain relevant - or “sticky” with their customers. In addition to this, the platform helps protect their existing revenue streams through proactive and efficient management of license and maintenance renewals.

How it works

iasset.com automatically consolidates, analyzes and mines multiple sources of data from both internal and external systems. Through a seamless integration with the Distributor’s ERP system, as well as nine other interfaces into iasset.com, the data is automatically refreshed daily with the latest sales history, ensuring the reseller always has an accurate, real-time understanding of its customers. When logging in, each reseller partner accesses data that’s only relevant to them. It displays a pipeline of opportunities, from warranty exits and renewals to product refreshes, helping the partner prioritize accordingly. iasset.com accommodates relevant price books and discount plans as determined by partner programs, to deliver accurate, pre-validated quotes, eliminating the need for manual adjustments.

Features and Benefits

  • On-time renewals have jumped to over 90%
  • $100M of opportunities uncovered immediately after implementation
  • Full visibility and control of entire installed base - in one place
  • Complete audit trail of every product sold – from order to delivery
  • Automated/fast/accurate quote creation using pricing tiers/certifications
  • Protects recurring revenue and expands customer lifetime value
  • Greater analytics and insights into business and partner performance
  • Ability to incorporate products from multiple vendors into one quote
  • Easy upgrade/refresh/cross-sell campaigns with pre-validated quotes
  • Fewer manual interactions allows staff to focus on larger accounts
  • Delivers value to vendors and resellers over and above competitors

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