STORAGE SOLUTIONS
SERVICES WINNINGstrategies SOLUTIONS AND SERVICES
Children’s Hospital Central California, CA Sales Team: Rachel Tester, Dean Fortune Services Team: Gary Hicks, Larry Shaible, Joe Stokel Type of Service: Assessment, Storage, Cloud Practice: Storage Revenue: $160,000
Migration Win
The Solutions and Services team celebrated a laudable software Win this past November—migrating 800 systems from Windows XP to Windows 7!
The Children’s Hospital Central California had a private cloud delivered via VMware and several vendor-hosted clouds such as Iron Mountain hybrid VNA, Athena Ambulatory EMP, and Emdeon Revenue Cycle. We helped them develop a cloud technology plan including required operational changes, as well as a broader plan to integrate cloud technology into future IT investments.
Rockingham County, NC Sales Team: Terry LaHiff, Tom Smith, Mel Lacurci Services Team: Jonathan Greenlee, John Douglas Grainger Type of Service: VNX Installation Practice: Storage Revenue: $18,675
A Big Win, Based on a Strong Relationship
Rockingham County had outgrown their existing county management and emergency coordination centers. They had a special opportunity via a federal grant to build and put into service a new, modern, consolidated center. Their staff was small and focused on maintenance, so they needed outside technical expertise. GovConnection proposed a Solutions and Services “Solution Design” effort valued at over $18k. The customer was delighted by the professionalism of the effort and the final design document, accepted the design, and went on to give the order and installation services to GovConnection. Based on our relationship with the customer, we were able to close this opportunity and sell more than $400k in solutions and $140k in services.
Congratulate Marlborough’s Rob Manuel for a job well done! Rob has sold PC Connection’s first ever EMC XtremIO to his customer, Ateb. Rob used a set of winning strategies to grow his business!
Revenue: $200k GP: $28k Margin: 14%
It’s as Easy as 1-2-3 1. Rob listened to his customers’ business challenges.
2. He acted as a trusted advisor, demonstrating how new technology would help.
3. He used his resources by engaging the EMC field team.
Congratulate Darren Gullen on a job well done! Darren engaged our in-house experts and the field team at EMC to improve services levels for his customer and close a $4.5M deal!
The results of this new partnership:
Revenue: $4.5M GP: $120k
It’s as Easy as 1-2-3 1. Darren listened to his customer’s business challenges.
2. He acted as a trusted advisor, demonstrating how new technology would help.
3. By engaging the EMC field team, he made excellent use of his available resources.
22
Solutions and Services Playbook
INTERNAL USE ONLY #8156 0315
Page 1 |
Page 2 |
Page 3 |
Page 4 |
Page 5 |
Page 6 |
Page 7 |
Page 8 |
Page 9 |
Page 10 |
Page 11 |
Page 12 |
Page 13 |
Page 14 |
Page 15 |
Page 16 |
Page 17 |
Page 18 |
Page 19 |
Page 20 |
Page 21 |
Page 22 |
Page 23 |
Page 24 |
Page 25 |
Page 26 |
Page 27 |
Page 28 |
Page 29 |
Page 30 |
Page 31 |
Page 32 |
Page 33 |
Page 34 |
Page 35 |
Page 36 |
Page 37 |
Page 38 |
Page 39 |
Page 40 |
Page 41 |
Page 42 |
Page 43 |
Page 44 |
Page 45 |
Page 46 |
Page 47 |
Page 48 |
Page 49 |
Page 50 |
Page 51 |
Page 52 |
Page 53 |
Page 54 |
Page 55 |
Page 56 |
Page 57 |
Page 58 |
Page 59 |
Page 60 |
Page 61 |
Page 62 |
Page 63 |
Page 64 |
Page 65 |
Page 66 |
Page 67 |
Page 68 |
Page 69 |
Page 70 |
Page 71 |
Page 72 |
Page 73 |
Page 74 |
Page 75 |
Page 76 |
Page 77 |
Page 78 |
Page 79 |
Page 80 |
Page 81 |
Page 82 |
Page 83 |
Page 84 |
Page 85 |
Page 86 |
Page 87 |
Page 88