CUSTOMER BRIEFING CENTER SOLUTIONS SERVICES


Get In-Depth Interaction with Today’s Technology Our Customer Briefing Center Helps Clients Connect with Technology


A New Way to Engage


PC Connection’s Customer Briefing Center (CBC), located in the company’s corporate headquarters in Merrimack, NH provides a facility and infrastructure to collaborate with our customers, and share information and common experiences. It serves as a facility for one-on-one and small group technical briefings. All sales organizations (PC Connection, GovConnection, MoreDirect) can utilize the facility for customer engagements.


Using the CBC, your customer can:


• Meet with PC Connection Services Engineers


• Get informed about Solution strategies


• Experience software and hardware solutions first hand


• Physically see product and solution demos


• Collaborate with experts from PC Connection Services and manufacturing vendors


Time PHASE 1


Establish Relationship (Sales)


PHASE 2 Qualify Customer (What is their budget?)


PHASE 3 Determine Need


Discuss Need for Assessment


PHASE 4 Provide Proposal


Statement of Work (SOW) Present Solution


Sweet Spot for Using CBC


Customer Briefing Center Engagement Strategy


The use of the CBC is best leveraged when you are in Phase 3 or 4 of your sales cycle. This is when the customer is interested in a solution, yet needs more information to understand and justify the value of the capital expense. This is an opportunity to meet the customer and make those personal connections. It is recommended that as you are working through the sales cycle that you are working with the PC Connection Services organization to develop a qualified solution. So as you are working through Phase 2 and 3 you are bringing a fully qualified opportunity to the engagement.


92


Solutions and Services Playbook


INTERNAL USE ONLY #15359 0516


Effort Applied for Opportunity


Probability of Success Closing Case


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