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How Close Partnership With A Distributor Can Enhance Competitive Advantage

How Close Partnership With A Distributor Can Enhance Competitive Advantage

Winning competitive tenders often comes down to resourcing. BES IT found that in being part of a comprehensive distributor program, it gained access to the resources that it needed to stand out in the most competitive conditions

BES IT Systems is a Brisbane-based company specialising in the provision of comprehensive IT solutions to help clients minimise IT related costs. Established in 1988, BES pride themselves in being able to present to customers highly tailored solutions, delivered with complete technical expertise.

 “One example was a customer that, after 18 months of meetings and trials, we risked losing to a rival vendor that went hard into the customer very late in the process,” BES IT commercial business manager, Claire Bellenger, said. “We were fortunate that, as part of the Arrow APEX program, we were able to draw on deeper technical and sales expertise to quickly work out alternative solutions to go back to the customer with, and we were able to win the business.

“We were able to summarise the value of the solution in addressing the client’s specific needs and provide assurances around the operation of the technology. In addition, we were able to better leverage rebates and general support to present the customer with a more comprehensive and value-adding solution.”

“Through these enhanced resources, and the ability to form a better solution for the customer, we were able to win the deal. We demonstrated that our solution was better able to meet our customer’s needs and the quality and depth of our support gave them peace of mind that the solution would work, and be maintained, into the long term. Our solution was the best solution available.”

The partnership program has allowed BES IT and Arrow to collaborate very closely from the point of deal registration onwards, Bellenger said. As a result of BES IT’s up-front investment to be on the program, Arrow was able to help initiate and facilitate meaningful conversations around clients from the outset.

“There’s a level of trust there that we are not going to use their resources through presales and then go to another distributor, and vice versa, so they can invest more into the conversations that we have,” Bellenger said.

“The program is also structured in such a way that it’s easy for us to manage current and potential opportunities, and enhance the interaction between distributor and reseller. As a result, for the first time ever we have started really working with a distributor in terms of lead generation, and not just with the vendors, and we’ve seen significant new opportunities as a result of that.”



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