JMARK Case Study
After multiple conversations with the prospective customer, it became clear a traditional telecom conversation was not something they were interested in. Mary Beth’s partner then discussed the new technologies in the IT industry and the growth in that segment. During that conversation, the customer’s interest was piqued due to a help desk need. Being located in St. Louis, the customer was very interested in seeing JMARK’s NOC in Springfield, MO along with learning more about their technology services including help desk.
While visiting JMARK and discussing their story which included a recent split from a larger holding company and a need to bring their IT onshore, the conversation quickly turned towards help desk, cloud, single sign-on, hardware distribution and various other business and IT problems. Over the next month the customer worked in conjunction with JMARK and vendors including Microsoft, Dell and other application providers to identify all their IT needs. Mary Beth’s partner was able to deliver a turnkey solution addressing all the customer’s business challenges.
By uncovering key business issues for the prospect, Mary Beth’s partner has become a single point-of-contact for all technology services. As a result, the partner is in conversation to offer more services in addition to participating in the deployment of 350 laptops, full help desk services, international services, cloud services, colocation and data services and has become one of the key consultants in the customer’s eyes. The initial contract closed at nearly $20,000/month for a total contract value of $720,000 over 36-months.
Convergence is the new normal, partners who are full service providers will see their revenue grow significantly and have their value proposition better received by their customers.
The Customer
A long-time prospect, a market research firm with employees worldwide.
The Carrier
JMARK providers IT outsourcing solutions from server & desktop management and outsourced help desk to disaster recovery/business continuity and security.
