Comstor – Westcon Group

30% Gain in Overall Service Business

Challenge

Like any successful company looking to build upon its achievements, Comstor, a business unit of Westcon Group, saw an opportunity to improve its service sales initiatives.  With thousands of service contracts available to its end customers, Comstor sales teams often faced challenges when it came to identifying the best service for a specific IT asset. In addition, validating service quotes had become a time-intensive process, slowing down sales cycles and sometimes even causing missed opportunities.

Solution

In 2011, MaintenanceNet teamed with Comstor to implement and launch Comstor Click, a cloud platform that expedites service quoting and ordering and automates service renewals for Comstor’s internal sales teams as well as its more than 150 channel partners.

Powered by MaintenanceNet’s service contract management technology, Comstor Click tracks expiring service contracts; generates pre-qualified service quotes to automate renewals or order unattached services; and grants resellers visibility into relationships across contracts, assets, partners and end customers for improved communication and management.

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“The initiative has been a success across the board and we’re thrilled to have partnered with MaintenanceNet to earn this recognition. MaintenanceNet provided us with a front-end sales platform — customized to meet our partners’ needs – and branded as Comstor Click. The solution is specifically designed to automate complex sales processes, allowing resellers to capitalize on high-volume, low-dollar service sales renewals.”

– Chris Fender, Director of Service Sales, Comstor

Awards

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2014 Stevie Bronze Winner – Best Use of Technology in Sales

ITSMA Marketing Excellence


ITSMA Marketing Excellence Award – “Enabling Sales Channels”

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Golden Bridge Awards – Best US Deployment of Comstor Click

 

Benefits

  • 30% gain in overall service business
  • Delivered over $100 million in service quotes to Comstor’s reseller partners
  • Cisco-authorized quotes can now be generated in minutes
  • Service renewals are now automated and streamlined
  • Resellers gain visibility into the entire spectrum of relationships
  • Integration with Comstor’s order processing system streamlines sales and reduces transaction times
  • Quote validation tool ensures users order the “right” services

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