Closing the Deal
For more than two years, a worldwide service provider was trying to secure a wide area network (WAN) optimization solution proposed to a customer. Their traditional sales approach simply was not working with this customer, an international business services company, because key stakeholders wanted to understand the cost benefit/ROI based on their particular business units — and not just the technical advantages of the solution.
Meanwhile, the customer had an application group that desperately needed to accelerate a centralized, mission-critical application used worldwide by customer-facing service departments. The project covered the customer’s major US data centers and primary international service delivery sites.
The WAN optimization solution involved a complex design and integration strategy that could accommodate extensive growth. In addition, this project had an international scope and required:
- Coordinating multiple vendors
- Maintaining high visibility among key stakeholders
- Developing and implementing a customized testing methodology
Infinite had successfully delivered similar projects for the partner using proven methodology with the appropriate mix of consulting and project planning experience. Based on these previous results, the partner selected Infinite to bring the opportunity to a successful close. Infinite provided a full, end-to-end world class solution, including:
- Project management
- Design and consulting
- Pre-planning and development of the testing methodology and success criteria
- Testing methodology with ROI
- Domestic and international implementation services
- Stakeholder engagement to ensure the project was successfully completed
With Infinite’s help, the service provider closed that long-standing opportunity within 90 days and expanded the scope of the project. Based on the value added and ROI, other business units of the customer company now use the same solution, meaning additional business for the service provider.
The partner was able to prove a 6-month hard return on investment to the customer for the engagement, which came in on time and on budget. It even exceeded requirements for design, implementation and the go live event, with a seamless interaction between Infinite and the service provider’s teams throughout each stage of the process.
Infinite continues to work closely with the service provider on similar projects while also supporting additional solutions.