"I am keeping names of customer, Partner & OEM confidential - for any information, please do get in touch with me"
I like to share this success story which I am very proud off.
In my previous company, worked for a OEM Global Leader in SAAS solution provider, who is provides complete End to End solution.Customer referring here is a Huge organization who comprise of many Group of Institutes, Commercial entities & also in charity domain. Partner is one of very small company yet very dynamic & can perform closure of major deals.
Deal value is $ 1.2 Million.
After 2 months of constant follow up, customer has provided appointment to discuss our solutions & after meeting customer, I went to have lunch at customer canteen accidentally met partner who approaching me seeing my company Tag. Had a fruitful discussion & next day immediately enrolled his company as registered partner to my company.
And partner requested to engage along with him to work on this opportunity & ensured that will close process this deal as registered partner.
Challenges :
• Customer was using open source, should convince to use paid services
• The deal involved funding from external financial company to pay for services
• IT Team setup for streamlining the services
• Senior management approvals
• Cross country collaboration for using IT services & data management.
After multiple meets with customer, accepted for POC & this has to be managed by external source on contract basis which was supported by partner.
Customer used our SaaS solution for 2 months & was satisfied to look buy the services.
Partner support in closing the deal :
• Arranged partial funding to customer by using his connects with a Financial institution at best rate of Interest
• Partner paid customer monthly payments to OEM & given flexible payment option to customer
• New IT professional was assigned to this customer to manage IT Services
• Relevant approvals are taken care of partner for cross country usage of services with respective local currency exchange & invoicing accordingly
This deal gets renewed every year with 5% increase in services cost year on year.
With good partner can build good connects & provide confidence with customer to close major deals & win-win situation to customer, Partner & OEM.
