Verizon Case Study
A large multinational hospitality company with locations across the US had existing relationships with Verizon’s Enterprise Account Team for services and the agent partner for hardware needs.
Through the Verizon Retail Enterprise Attack Program, Jeanne and her agent partner were made aware of a Verizon customer who had just put out an RFI. Verizon had a transactional relationship with the customer. Knowing more was needed to nurture the lead and win the deal, Verizon offered the lead to TBI’s agent partner who had reached a trusted advisor status with this customer. Though the RFI did not lead to an RFP for VoIP, expense management or other technology needs, the due diligence completed uncovered additional data needs and inefficiencies within the company’s technology strategy. Verizon and the agent partner determined that 3 one-GB Internet dedicated circuits would support their additional demand for data.
The customer’s trusted relationship with the agent partner and Verizon’s available coverage at all three locations lead to an upgraded solution without a significant price increase. The collaboration between Verizon, the agent partner and TBI helped close the loop on an enterprise customer and sign a deal for around $16,000/month and a total contract value of more than $190,000 over 12-months.
A multinational hospitality company that owns restaurant chains across the US.
Verizon, a global leader in the delivery of cloud, security, Machine-to-Machine, mobility, and advanced communications.
The Channel Manager
National Channel Manager
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