Acer and channel partner, Leading Solutions, have scored a three-year, $1 million contract with Australian engineering consultancy firm, Snowy Mountains Engineering Corporation (SMEC).
The pair will provide a minimum of 300 desktop and 200 notebook PCs, along with LCD monitors, services and support. They replace SMEC's incumbent supplier and direct sales vendor, Dell.
Acer national corporate sales manager, Frank Ugolini, said it secured the deal against five other competitors during a public tender. He attributed the win to its ability to tailor the products, account management and services to specific contractual requirements.
"Everything we have done is customised for them: the warranty, ecommerce, configuration of equipment, and the business processes of how we engage with them," he said.
The vendor had chosen to work with Leading Solutions because of its ecommerce facilities and on-the-ground support, Ugolini said.
While hesitant to rank the contract in monetary terms, the integrator's managing director, Frank Colli, said the equipment rollout was as significant as other mid-sized customer wins.
SMEC was one of several contracts Leading Solutions had secured through its partnership with Acer in recent months, he said. The company signed up as a gold partner 12 months ago.
Other wins include a $1.5 million contract with SBS, and RMIT. Colli said in almost all cases the pair had pushed out Dell.
"It shows that with the right manufacturing, channel engagements, systems and relationships, the channel can do a much better job than Dell," he said. "Realistically, it's not an easy thing to do."
More customer wins in the mid- to large enterprise market were also on the cards.
The SMEC contract has an initial value of $1 million. However, Ugolini said SMEC's aggressive expansion plans across the Asia-Pacific region could see this significantly increase.
Acer would also provide image loading and asset tagging services via its Homebush, NSW production facility. The vendor has spent the past six months implementing an iTrack asset management system, which would allow it to offer asset management services to all of its key customer accounts, he said.