Azlan Case Study

Challenge

With a goal of generating more profits while also better serving its customers, Azlan Tech Data asked MaintenanceNet to develop a front-end sales platform that would enable its sales teams and resellers throughout Europe to spend less time focusing on sales processes, and more time focusing on selling services.

Solution

MaintenanceNet’s Service360 platform was designed to help the company’s sales teams quickly transact Cisco SMARTnet service contracts online. The custom cloud solution, branded as Felix, includes the Service360 data analytics engine and MaintenanceNet’s suite of automated tools – which increase revenues and profits by capturing lost opportunities that inefficient service sales practices leave on the table.

Through Felix, Azlan’s value-added resellers (VARs) now have service contract opportunities automated, created and sent to end user customers on their behalf. It’s a process that is performed securely and free of charge via the platform. Quotes and order certificates are delivered in a professional electronic format and can be branded with the reseller’s logo, and translated into local languages and currencies as required.

Benefits

40 percent increase in revenue for Cisco SMARTnet services sold
Reduced quote creation time from 20 minutes to less than two minutes
Visibility to uncovered assets, expiring service contracts, technology re-fresh opportunities
Ability to track performance by region and service buying behavior
Language translation and currency conversion support
Integrates with both Azlan’s and Cisco’s existing systems, processes and business rules

“Felix has had a tremendous impact on the growth of Azlan’s SMARTnet business, and we are very honored that Cisco has taken note of its value by recognizing Azlan with the Cisco 2011 Worldwide Distribution Services Innovation Partner Award. In conjunction with MaintenanceNet, we will continue to invest in Felix to help our resellers further advance their Cisco service sales efforts.”
-David Harvey, European Director of Cisco at Azlan Tech Data

Azlan Tech Data – Case Study