PGi Case Study
A medical device company was experiencing issues with their web and video conferencing solutions which were approaching renewal. Utilizing multiple tools was pricey and performance was an on-going issue. Calls were being dropped, static was interfering with call quality, and productivity and reputation were taking a hit. The company needed reliable web and video conferencing for frequent meetings around the world.
Frustrated with the high cost and poor performance of the conferencing and collaboration solutions in place, the customer voiced concerns to their technology advisor, a TBI agent partner. Knowing their current technologies, systems and operations, the TBI partner knew the customer needed a more robust system to accommodate web and video conferencing, international virtual meetings and large-scale training sessions with hundreds of viewers. The partner recommended PGi and made the introduction to the PGi Channel Manager. A demo of GlobalMeet was all it took, shortly thereafter, a full quarter before contract expiration, 95 licenses were sold.
The total deal closed at $3,050 MRC over 24-months and a total contract value of $63,840. Additional licenses are expected to be sold with implementation costs included. That means, once the sale is complete, a designated on-site Project Manager from PGi works directly with the customer to complete a site survey of the current environment, users (quantity and type), issues and concerns. The Project Manager assists with change management within the organization, helps implement the new technology and trains personnel.
PGi plays an important role in the process helping to ensure a smooth adoption of new services, but your relationship with the customer ultimately allows the sale to take place. And your relationship with TBI is what allows you to offer hundreds of different technologies from over 70 solutions providers, plus promotional pricing and unrivaled pre- and post-sales support (escalations, provisioning, etc.). All at the same price as going direct.
Want to learn more about the evolution of conferencing and collaboration? Check this out.
A publicly traded medical device company.
The Channel Manager
Enterprise Channel Manager
Connect with Samantha on LinkedIn