Page 129 - MCSW - Multicloud Sales Workshop - Atos

Co-sell Story: An IT Service Provider

“ up to speed on their growth and we could see there was an opportunity. We each probably
▶ I had a standing call with the customer and the Cisco rep did too, so we were both staying
”
pitched them once a quarter, so it made sense to compare notes and get on the same
page and collaborate on the sale.
-NetApp rep
Win Story

This is a nationwide IT service provider. They Partnering Approach
• Both the NetApp and Cisco reps were
focus on computing, networking, and application regularly meeting with the customer. Deal Size: $1M
needs of businesses across various verticals.
• They saw the industry news reports of the
• The company was experiencing rapid growth client’s expansion and identified the Co-sell Partner: Cisco
through mergers and acquisitions. opportunity to sell together.
• Scaling to keep up with the increased • Leveraging the partnership between Fulfillment Partner: Direct
demand for cloud services was a major NetApp and Cisco, the reps demonstrated
challenge. the value of their solution for non- Platform: FlexPod
• Many of the companies they acquired were disruptive operation with rapid new Primary Competitor: Dell, EMC
using Dell. deployment.
• EMC was a common vendor at their • The customer bought off on what they
parent company. were offering based not only on today’s Primary Solution Components:
capabilities, but on their forward-looking
• The diverse infrastructure of FlexPod 8050 innovations as well. FlexPod FAS 8050,
with cDot provided a predictable and sizable clustered Data ONTAP
model to help support and manage their
growth.
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