Case Study: Azlan Tech Data Increases Revenues Via Cloud-Based Transactions
PROBLEM: Azlan Tech Data, an international distributor of technology solutions, wanted to increase revenues from its service contract business.
SOLUTION: Hired a technology platform provider that specializes in expediting and automating sales processes, and providing a channel-friendly approach to service quoting, ordering and renewing.
RESULTS: Since launching a cloud-based service contract management platform last year, Azlan Tech Data's service contract revenues have increased 40 percent.
As a distributor of technology products and solutions throughout Europe for market leaders such as Cisco, IBM, HP, Oracle and Avaya, Azlan Tech Data sought an easier way for the end user to complete service transactions with its vendor partners, in this particular case Cisco. To help in that quest Azlan hired MaintenanceNet, a service technology platform provider, to expand the scope of its service sales initiatives.
“The primary motivation [for hiring MaintenanceNet] was to look for a front-end sales platform that would enable our salespeople to quote services as efficiently and effectively as products,” says David Harvey, European director of Cisco at Azlan Tech Data.
MaintenanceNet's cloud-based service contract management platform (called Felix) automates and expedites Cisco's quoting, ordering and renewal processes, and integrates seamlessly with Cisco’s ERP system as well as both Cisco’s and Azlan’s ordering platforms. Quotes and order certificates are delivered in an electronic format and can be branded with the reseller’s logo and translated into local languages and currencies as required.
After getting Felix up and running, it became quicker for Azlan Tech's salespeople to quote Cisco services than it was Cisco products, says Harvey. The first step was an internal implementation on Azlan's part, but there was additionally functionality that Felix offered the distributor.
Service renewals became the target of Azlan Tech Data's focus. Since the company was selling one-year, two-year, and three-year service contracts, there was an opportunity for an annuity business for renewals. Azlan Tech wasn't effectively capturing the renewal opportunity, Harvey notes, and the majority of resellers that Azlan did business with didn't have a platform for renewals management.
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