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What Helps You Differentiate from the Competition?

February 6, 2012 - 0 Comments

Let’s face it: Providing quantifiable value and cost savings while convincing customers of their return on investment, can often make or break a deal. However, the advent of architecture-based solutions and the increasing need for consultative services are helping drive partners’ success and growth. But in the negotiation phase, how can partners think creatively to help provide analysis and assessments to customers?

As you look for new revenue opportunities, what helps propel you ahead of the pack and helps differentiate you from the competition?

Cisco Gold partner Presidio completed an RFP for Tyler Independent School District in Texas and was competing for the business with another solutions provider. What helped to win Tyler’s trust was the ROI analysis they shared with the district’s superintendent.

Tyler Independent School District has 18,000 students, but only had a 4:1 student to desktop ratio. Additionally, thousands of the district’s PCs were seven, eight, or nine years old – completely incapable of running Windows 7 or new applications. IT was struggling to keep up with management and maintenance issues, as well as security challenges. Additionally, the district wanted to enable a BYOPC (bring your own PC) policy but lacked the equipment, tools, and bandwidth to do so.

So how did Presidio solve the district’s IT problems and save the schools money, too?

Presidio worked closely with the district, preparing an in-depth plan for migrating to a virtual desktop solution utilizing Cisco UCS as part of a Vblock solution. This planning included a detailed assessment along with workshops and an ROI analysis. Presidio was able to show the district, that for the first 2,500 desktops virtualized, they could expect to save nearly $700,000 in OPEX over 5 years along with $400,000 in CAPEX the first year. In addition, the district would also be able to meet its other objectives around security, BYOPC, and accommodating additional users sessions.

Read more about this success story in Channel Insider.

Have you noticed customers increasing interest in pre-sales ROI analysis from their solutions providers? If so, do you have the expertise to calculate and present an ROI analysis? Share your thoughts below.

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