See how Sales Partners like you keep their customers happy by selling the full suite of technology solutions, including hardware.
David Weisenberg at Progressive Communications Management is all in on hybrid distribution.
“Our customers know they can call me for anything.” David’s goal is to ensure he is his customer’s first and only call for ANY technology solution they may need. Hybrid distribution is his strategy to achieve this goal.
“Being the best alternative for our clients is how we want to be known. We play offense….by playing good defense. We don’t give them a reason to speak with anyone else.”
A New Strategic Relationship
Selling hardware is familiar to Weisenberg. “In the past, we’d do $300K to $400K a year in hardware sales. But cloud killed that volume, and we transitioned our primary business to cloud. Hardware isn’t new for us. But the relationships Intelisys brings to the table with Network-Value and the other cloud-based organizations are.”
Weisenberg is talking about how non-VAR sales partners can sell hardware and earn commissions with us. And we hear you asking: No, you don’t need a resell certificate to do this.
Through our exclusive partnership with Network-Value, you can earn one-time commissions by selling select UC endpoints such as headsets, speaker phones, and video bars, plus other complementary solutions such as laptops and other peripherals.
How does it work?
Glad you asked. Through Network-Value, you can provide your customers with a link to a “storefront” website where they can self-select UC-related hardware at market-competitive rates.
Need special pricing or financing? No problem. You can also request Network-Value to provide you with a custom quote.
Either way, once the deal closes, you get paid a one-time commission on your customer’s hardware purchases. It’s that simple.
Opening the Door to Opportunity
“We had a customer that needed 125 headsets on a UC solution. We called on Network-Value to deliver. Not only was Chris able to provide support on specific products, but he also chimed in with some proactive recommendations for the solution based on this specific application, including wired and wireless headsets. We didn’t realize that was a consideration to investigate, and I appreciated the recommendation’s value based on Network-Value’s expertise.”
Network-Value was able to parlay its deep understanding of the hardware that supports integrated communications as a service solution to map out a strategic solution.
“This is the type of scenario we’ve been planning for, back when we established this unique relationship,” said Network-Value CEO Chris Sargent. “There’s no need to shy away from specific requests, no matter how small or trivial they may seem. We’re here to solve all those hardware challenges to the best of our ability.”
Deals on the Horizon
Now that Weisenberg has had an opportunity to work with Chris and Network-Value, the door is open to more engagements.
“I had a customer that was looking for a solution that was incredibly niche. I called Chris at Network-Value, and while the product wasn’t a core offering, he could package it up for us because he knows it all comes down to protecting the customer relationship, and he needed a partner that would help get the deal done.”
What Sales Partners Need to Know
Network-Value is responsive. “They understood the time-sensitive nature of the deal. They were quick to respond to questions from us and our customers.”
They stand behind their work. “Navigated around challenges. We had an issue with an order not being correct, and Network-Value was able to help get that rectified in short order. They have negotiating power that keeps costs attractive and competitive. The costs included in the proposal were appealing for our customer.”
“I don’t want to give my customers a reason to work with anyone else on their technology-related needs. Addressing hardware needs keeps me front and center with PCM’s customers.
“Don’t be scared. Selling hardware might not be your core competency, but it is theirs. Put this expertise to work for you. They can make it easier.”
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