Page 24 - SP GSD News Magazine Jun 2017

TPM Winback Success Make sure you’re leveraging
key initiatives and promotions

4 new badge accounts in a week! Interactive Reference Customer e currently have a number of key
Wpromotions and initiatives running to
olution: Toyota Finance have been an enable the TS sales teams to recapture, grow
SInteractive customer for a number of years. and expand in competitive accounts. All the
In January we performed BladeSystem health above wins leveraged at least one of the above

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

highlight some of the promotions Hit List Initiative: Leveraging key data mined
and initiatives used to differentiate. intelligence, our sales teams are receiving 1x1
support from the business to warm, qualify an
pursue new competitive customers.
Government Self Maintainer IBAS/IBS Sweeping: This initiative focuses

on data mining key databases including SAP
olution: Geoscience Australia support Backlog & Slippage, Channel Closed Sweeping,
Shad lapsed for 8 months due to a partner and GSD and Lost Report.
OpEx Savings for Private no pursuing their previous renewal, leaving
Education Leveraging Channel Relationship their support model on a critical environment MVS Offering: HPE still has the most
comprehensive multivendor offering in a very
via T&M / self-maintaining. As part of the IBS competitive South Pac market. We should
olution: Matthew Flinders Anglican olution: Lynx has an existing relationship Sweeping Initiative, Vidya was able to data mine be taking any opportunity to leverage our
SCollege are a unique and growing co- Swith Sage NSW, leveraging that relationship their entire base and present the customer with capabilities across the customers stack to
education private college with a requirement Lynx were able to open the door to provide a a support option. Through collaboration with differentiate from the competition.
to manage their budget. Lynx were able to solution to Sage WA. Through the Take Share James and Hiedi, who managed the customer
leverage the Take Share promotion, offering promotion Lynx was able to offer Sage the relationship, we were able to return Geoscience Intellectual Capital Management (ICM)
the college guaranteed savings on their current required savings to meet their budget. to a risk mitigating support model. Program: We continue to make progress in
spend. Differentiators: Price, Relationship, Differentiators: OEM Support, DMR, Risk protecting key HPE IP, recent achievements

Differentiators: Price, Relationship, OEM Collaborative Support Mitigation include removing our brand from Interactive’s
support Value: $4.2k Value: $150k (3yrs $317k), including $24k partner site and revoking any traces of access
Value: $33k Team: Lynx Technologies (partner led), Joe RTS fees to our systems. For a view of the WW initiatives
in this space see the recent Q2 update
Team: Lynx Technologies (partner led), Joe Trinchi Team: Vidyashree Balavalikar, James Long,
Trinchi Heidi Gerlach, Angie Lee