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How Data and Automation Deliver Customer Lifetime Value to Tech Data and its Reseller Partners


July 26, 2016 - 0 Comments

Seeing our customers achieve exceptional business outcomes is what motivates us every day, and it’s central to our mission to create customers for life. That’s why sharing how distribution giant Tech Data puts the power of data and automation to work for its reseller partners and customers is such an inspiration.

First off, Tech Data continues to invest in the technology, people and processes that deliver high-value results for its reseller partners and customers. They are bringing data, analytics and automation to the forefront in many areas of their business, and in fact, these three pillars form the engine behind a transformative new recurring service renewal initiative anchored by the SMARTattach Opportunity Portal, powered by Cisco Impact.

How transformative? The results have been impressive: through the initiative, the distributor drove a 26 percent increase in low-dollar service renewal conversions since launching its recurring service revenue practice.

The SMARTattach Opportunity Portal is designed to maximize recurring revenue on service contract renewals, and ultimately, creates stronger customer lifetime value for Tech Data and its reseller partners. With visibility into the full scope of upcoming renewal opportunities, sales motions are more proactive and efficient. In addition, using the portal’s AutoQuote capability, low-dollar renewals are automated, which means manual quoting tasks are nearly eliminated— and the cost of sale is significantly reduced.

For reseller partners, the ability to quote – and book – more low-dollar renewals is what makes the SMARTattach Opportunity Portal so valuable. The portal sends notifications and reminders to better manage service contracts. This provides the ability to segment and quickly take action on low-dollar renewals that often go unaddressed. This small, but powerful benefit ensures that no opportunities will fall through the cracks. Lastly, with partner-specific pricing and branding, SMARTattach gives Tech Data’s reseller partners everything they need for a best-in-class services business.

Everyone Wins

Dana Reina, Cisco Services Marketing Manager for Tech Data, tells us that the platform available on www.techdata.com offers big benefits to their customers. It ensures contracts are renewed on time and on point, and they never have to worry about a lapse in service. And convenience is an important part of SMARTattach: customers can make service renewal or new service purchases in an instant with just a few simple clicks.

Dana says, “Tech Data has been able to use SMARTattach to reduce time-to-close ratios for reseller partners and enable them to transact quotes faster, while building and expanding their relationships throughout the entire customer lifecycle.”

With more than 7,000 quotes delivered per month, it’s estimated that Tech Data has saved hundreds of hours of time through Cisco Impact and its AutoQuote engine to date, and its reseller partners have saved even more. That’s a huge win and proof positive of the power of data to produce business outcomes.

It’s exciting to see Tech Data and its partners achieve such outstanding results. Big congrats to Dana and her team!

To find out how other industry leaders are using data to realize their goals, visit the SuccessHub.



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