Page 25 - GSD News Jun 2017

TPM Winback Success Make sure you’re leveraging

4 new badge accounts in a week! key initiatives and promotions

Interactive Reference Customer e currently have a number of key promotions
Wand initiatives running to enable the TS
sales teams to recapture, grow and expand in
olution: Toyota Finance have been an Interactive
roviding maintenance services on ighlighting the success of our TPM Scustomer for a number of years. In January competitive accounts. All the above wins leveraged
PHPE equipment is a mainstay of GSD Hpromotions and initiatives, we have seen we performed BladeSystem health check and at least one of the above initiatives, if you are not
leveraging any of these or would like engagement
profitability. In recent years we have seen 4 NEW ACCOUNTS WON FROM TPMs and recommendations which prompted the production support don’t hesitate to reach out to myself:
erosion of our customer base by third party have seen significant growth in the pipeline. systems to be updated from a patch level. From there,
maintainers (TPM), such as Interactive. Joe Another key factor to the success has been the through collaboration between our HPE account team TIB Promotion: Our targeted personable,
Trinchi and the TSS business development collaboration with internal account teams and and leveraging the relationship of the partner, we nimble and easy to manage offering matching key
were able to present a support model that combined
team have rolled out some initiatives to win channel partners. proactive engagement with a competitive price point. deliverables with our competitors plus additional
this business back. Read on Leveraging our competitive strategy OEM value. This offering includes personalised
to see how successful this has is a great way to grow sales funnels Differentiators: Intellectual Capital (Firmware), Price, engineer pools, assisted diagnosis and 2hr SLA.
Proactive Credits
been, and consider if you could and in many instances an opportunity Take Share Promotion: Our ongoing promotion
leverage these initiatives to fulfil quota requirements by Value: $23k to offer guaranteed savings over a customer’s
for your customers’ benefit attacking low hanging opportunities. Team: Ethan Group (partner led), Julia Griffiths, current 3rd party support spend, this is aimed at
(and to meet your OneLead Below we celebrate these wins Michael Coleman, Sevak Barsamian, Joe Trinchi opportunities purely driven by price.
and also highlight some of the
targets).
promotions and initiatives used to Hit List Initiative: Leveraging key data mined
differentiate. intelligence, our sales teams are receiving 1x1
support from the business to warm, qualify an
pursue new competitive customers.

IBAS/IBS Sweeping: This initiative focuses on
data mining key databases including SAP Backlog
Government Self Maintainer & Slippage, Channel Closed Sweeping, and GSD
and Lost Report.

MVS Offering: HPE still has the most
olution: Geoscience Australia support had lapsed comprehensive multivendor offering in a very
OpEx Savings for Private Leveraging Channel Relationship Sfor 8 months due to a partner no pursuing their competitive South Pac market. We should be
previous renewal, leaving their support model on a
Education critical environment via T&M / self-maintaining. As taking any opportunity to leverage our capabilities
olution: Lynx has an existing relationship with part of the IBS Sweeping Initiative, Vidya was able to across the customers stack to differentiate from
olution: Matthew Flinders Anglican College SSage NSW, leveraging that relationship Lynx data mine their entire base and present the customer the competition.
Sare a unique and growing co-education private were able to open the door to provide a solution to with a support option. Through collaboration with Intellectual Capital Management (ICM)
college with a requirement to manage their budget. Sage WA. Through the Take Share promotion Lynx James and Hiedi, who managed the customer Program: We continue to make progress in
Lynx were able to leverage the Take Share promotion, was able to offer Sage the required savings to meet relationship, we were able to return Geoscience to a protecting key HPE IP, recent achievements
offering the college guaranteed savings on their their budget. risk mitigating support model. include removing our brand from Interactive’s
current spend. Differentiators: Price, Relationship, Collaborative Differentiators: OEM Support, DMR, Risk Mitigation partner site and revoking any traces of access to
Differentiators: Price, Relationship, OEM support Support Value: $150k (3yrs $317k), including $24k RTS fees our systems. For a view of the WW initiatives in

Value: $33k Value: $4.2k Team: Vidyashree Balavalikar, James Long, Heidi this space see the recent Q2 update
Team: Lynx Technologies (partner led), Joe Trinchi Team: Lynx Technologies (partner led), Joe Trinchi Gerlach, Angie Lee