Case Studies

Case studies demonstrate robust ROI for our clients

Learn how our Managed Services teams enhance client revenues and give time back to internal staff.

High Complexity Quoting Team (Cisco)

Problem

Cisco provides hardware, software, and services to the largest, most complex customers around the world. Delivering quotes for service contract business in this highly technical environment is extremely complicated—and there’s a lot at stake, since contract values can be hundreds of millions of dollars. Cisco sales staff doesn’t have time or resources to quickly and accurately assess their customers’ requirements and their existing install base. Delays and inaccuracies can result in lost deals—and lost revenues.

Solution and Result

Solution

Our Techworkers quoting teams have mastered the science and fine art of quoting. We immerse ourselves in the details of each deal, to determine what equipment and software the customer already has, what is required, and what service coverage is needed. We structure each quote flexibly within the larger deal, so we can efficiently validate and convert quotes to orders quickly. By simplifying and standardizing the quoting process, our team delivers complex quotes on time, and correctly, without escalation, lost time, and missed opportunities.

Result

Our skilled preparation of quotes for very large deals allows Cisco to sell more, faster. During a recent quarter, Techworkers booked 642 deals for Cisco, totaling $1.74B. Our quoting team grew its capacity to execute quotes by 20X in a single year—with the same number of team members and cost to Cisco—by identifying and standardizing major efficiencies in the quoting process.

Techworkers helps Cisco land more deals, faster

Qtr Deals Bookings ($Millions)
Q1 124 $250
Q2 331 $708
Q3 365 $725
Q4 642 $1,740
Thanks so much for your outstanding support.  We were able to bring in almost $14M for this week because of your ability to turn the quotes around.
Operations Manager, Enterprise

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Partner Support Team (Dimension Data)

Problem

Dimension Data resells product and services for major manufacturers, such as Cisco, Juniper Networks, and Hewlett-Packard, in highly technical settings around the globe. The company has plans to scale its business—without scaling its costs accordingly. In order to achieve these economies of scale, Dimension Data needs to augment its capable internal sales staff with deal management specialists who come with broad-based experience across Dimension Data’s peer resellers.

Solution and Result

Solution

Techworkers Partner Support team works closely on premise with the Dimension Data sales team throughout the lifecycle of each deal, providing expert support with forecasting, refining the sales opportunity, driving the quotes, and working with the sales team and customer to close the deal and get it booked. Using our time-tested deal-lifecycle methodology—and our extensive knowledge of deal management across 150 other resellers—we first standardize each process, find and incorporate efficiencies, drive quality cross-checks, and then automate to achieve major economies of scale.

Result

Techworkers Partner Support Team gives time back to the Dimension Data sales organization to build stronger customer relationships, increase up-sell and cross-sell opportunities, and get deals done faster.  Within our first three quarters on premise, Dimension Data achieved a $65 return in bookings for every $1 they invested with Techworkers. Through our lifecycle methodology, we streamlined the process for all deals, greatly reduced cycle times, and demonstrated the efficiency of our team as 2X more efficient (for a similar cost) within a 9-month period.

Dimension Data’s ROI speaks for itself!

Q1 $4.80 in bookings for every $1 invested in the Techworkers team
Q2 $26.00 in bookings for every $1 invested in the Techworkers team
Q3 $65.00 in bookings for every $1 invested in the Techworkers team

More than a 13X increase in ROI in just 3 quarters!

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Asset Management Team (Cisco)

Problem

Cisco’s install base includes billions of devices in millions of customer sites worldwide, and this hardware and software may be reconfigured, returned, or moved from its original location. Cisco estimates that customers lose track of up to 40% of their install base—and the $3B additional per year it could generate—because all customers don’t leverage best practices when they move or exchange equipment. Without knowledge of their install base, customers are frustrated—and Cisco can’t negotiate accurate service contract renewals and loses up-sell and cross-sell opportunities. In addition, Cisco can’t pinpoint accurately where to locate parts depots for quick delivery, and Cisco customers aren’t able to protect all of their equipment from cyber attacks.

Solution and Result

Solution

Tracking a customer’s install base is vital. Techworkers’ Asset Management Team scours Cisco, partner, and customer databases, reviews intelligent network data, taps software asset tracking tools, and meets directly with stakeholders. Each source must be compared and correlated by team members to determine the full picture. Our team’s detective work, analysis, and ongoing communication and engagement with the customer yield what no software tool can fully manage: an accurate view of the install base at any point in time.

Result

Once Cisco sales staff understand the install base and existing service contracts in each customer’s network, they can work toward solutions and a shared contract view with the customer—and avoid tedious discussions about “what’s there and what’s on contract.” During our first year of support, our Techworkers team directly improved the rate of attached service contracts from 40% to 80% adding $1B in revenues for 12 Cisco Global Accounts.

Cisco recoups lost revenue!

In just one year, the Techworkers team increased the attach rate for service contracts from 40% to 80%, adding $1B in revenues for 12 Cisco global accounts.

Thank you for your detailed review of our estate, you are doing very detailed work and helping with our updates including deletions. I’m now pretty confident we have all our equipment on the right contract and service level agreements!
Technology Specialist, insurance & financial services sector

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