Ingram Micro

Challenge

When the world’s largest technology distributor, Ingram Micro, Inc., needed a better way to automate and expedite service sales, it turned to MaintenanceNet. The two companies first joined forces in 2006 to lead the industry in deploying one of the first cloud-based service contract management platforms. That platform – called the Reseller Services Portal (RSP) – continues to flourish today. Always looking to deliver greater profits and revenue to its resellers, Ingram Micro recently asked MaintenanceNet to build upon the power of the portal and find new ways to help its partners close more low-dollar service deals faster, and without the need to hire additional sales staff.

Solution

With the technology integrations firmly in place, MaintenanceNet implemented its AutoQuote™ solution as part of the RSP. AutoQuote “auto-creates” low-dollar service contract quotes and sends them directly and securely to resellers for processing with their customers. All AutoQuotes are automatically pre-validated with Ingram Micro’s manufacturer partners and delivered to resellers electronically, via email, 90 days in advance of service expiration. The AutoQuotes are designed to improve the ease of ordering services with Ingram Micro and can be viewed and managed through the RSP.

Benefits

• More than $220 million in Cisco SMARTnet opportunities delivered to resellers
• Gained additional service sales coverage without overhead costs of sales agents
• Empowered resellers to focus on selling instead of on operational tasks
• Closed more sales deals faster, while keeping partner relationships intact
• Manufacturer-validated quotes delivered via email in a professional electronic format
• Integrates with existing systems, processes and business rules

Ingram Micro – Case Study

Ingram Micro Gartner & 1to1 Award – Case Study

2012 ITSMA MEA Award Winners – Case Study

Paul Bay, President of Ingram Micro North America, shares about their success.

News:

Ingram Micro Honored by Gartner & 1to1 Media for Sales Force Effectiveness in the IT Channel Ingram Micro Australia Teams with MaintenanceNet for Revenue Automation Capabilities Winner of 1to1 Impact Award Turn Your Inbox Into An ATM–Auto Quotes from Ingram Micro and Cisco Ingram Micro Boosts Recurring Service Revenue Ingram Micro Speeds Cisco Smartnet Orders Ingram Micro Brings Reseller Services Portal to Canada VARs Efficiently Renew Contracts, Drive New Sales of Services With RSP

Gartner & 1to1 Media CRM Excellence Awards- Sales Force Effectiveness

Ingram Micro has made it easier for resellers to renew service contracts that are about to lapse, leading to an increase in sales and better customer service.

Frost & Sullivan Sales & Marketing 1to1 Impact Award – Most Innovative Service Sales Initiative

MaintenanceNet honored in Technology Optimization category. Ingram Micro recognized increases of 172 percent in service renewal opportunities following Service360 deployment.

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