We Listened and Asked the Right Questions, Helping the Customer Reassess Their Approach and Find the Right MSP

Playing favorites with suppliers can limit the possibility of opening conversations with additional Providers that may better meet your customer’s needs. This large US based window seller was already well down the road to moving five locations in different geographies under one MSP. When we reviewed the solution design, it was not a great fit (specializing more in device management/help desk) that did not fully address their licensing needs, and there were several options that, based on their requirements, would make more sense. Fast-tracking the process, we presented the customers’ executive leadership with the options they were missing. The eventual winning solution pulled out all the stops, leaning in with their entire executive team to wrap things up in approximately 45 days.

Customer Profile:

  • Window Seller
  • US Operations
  • 2,500 Employees
  • Managing Licenses, Firewalling, Appliances
  • Help Desk Support, Full IT Environment Support
  • Consolidating Multiple MSPs into one

Objective:

The customer was looking to transition their practice from five locations to a single environment, with accompanying wholesale changes for Connectivity, management of license, and help desk support for their whole IT stack requirements.

Discovery:

The window seller customer had been presented with an approach that would not have met their needs or provide the scope of support they required. They also needed a solution Provider who would be able to consolidate their multiple sites into a single location successfully, without added delay or cost. Extra flexibility was also realized by introducing a very enthusiastic Provider who was eager to win their business.

Solution/Deployment:

The initial presentation and deal development was completed with a signed contract in only 45 days. The deployment of solutions, licensing renewal, circuit deployment, and establishment of Managed Services support were put in place within approximately 60 days. The customer is actively growing their window sales operations, adding seats that will require additional licensing and hardware requirements that will be addressed within this 5-year deal.

Partner Gain:

  • 5-year agreement, $95,000/month
  • $37,000 in additional circuit orders
  • $200,000 customer by year-end
  • $35,000 Microsoft licensing

Customer Gain:

  • Avoided interruptions and maintained business continuity
  • Brought all locations under 1 MSP rather than 5, providing a consistent experience for everyone
  • Confidence in the security of the solution