Broad Sky Case Study
A regional, publicly traded bank with over 200 locations in 11 states was upgrading its MPLS and installing new equipment and losing backup in the process. Additionally, the bank’s backup was spread out among dozens of different solutions, so it was looking for a technology to help standardize it. The end goal was to have one standard backup solution at all branches for uniform performance and management.
To ensure it could come through on its promise to deliver a technology that lined with the customer’s specific need, the partner consulted with TBI leaning on experienced Channel Manager Mary Beth Wendt to help it determine which carrier offered the right solution for the project. After analyzing the opportunity, Mary Beth decided on Broad Sky’s Business Continuity offering because it provided the platform and support that the end user was looking for. Implementing it would mean benefiting from a single administrative system where it could easily manage backup across all locations. Plus, they added Out of Band Management, providing second path management access to its onsite MPLS network.
Mary Beth consulted with Broad Sky’s VP of Business Development, Tom Benson, and he quickly shipped out pre-kitted equipment. Over a 9-week period more than 200 installations were performed with a 100% success rate. DIY wireless implementation rarely, if ever, achieve this success rate. It’s also worth noting that the end user is both highly regulated and publicly traded; stringent requirements for data security were inspected and approved by all regulating authorities.
Because of the quality and intuitiveness of Broad Sky’s Business Continuity solution and the swiftness and expertise of the partner, the end user will continue to outsource its telecom and IT needs to the partner.
The final contract was signed at a total MRC of $8,100 over 36 months, resulting in a TCV of $291,600.
Check out this quick video about selling BaaS!
A regional bank with more than 200 locations across 11 states.
The Channel Manager
Mary Beth Wendt
National Channel Manager
Connect with Mary Beth on LinkedIn