Expand Offerings, Keep Control
A national systems integrator was working with a large Southeast banking company to implement a storage area network (SAN). The project included a complex backup/recovery solution with multiple products implementations, occurring simultaneously.
The systems integrator was looking for a trusted partner to assist in filling the gaps in business areas to provide a complete solution for client.
With a long-standing reputation as experts in engineering design, deployment, integration and knowledge transfer, Infinite was the ideal partner to assist in delivering the overall solution.
After the partner implemented the full SAN and hardware for the backup/recovery system, Infinite assessed the environment and provided an integration strategy, effectively exceeding customer expectations. The assessment included best practices modifications to support the installation, as well as the customer’s growing business requirements.
Infinite engineers implemented the strategy across the SAN and backup infrastructures. Infinite was then able to provide knowledge transfer to the customer’s IT personnel, positioning them to successfully support the solution life cycle.
With Infinite as a partner, the systems integrator was able to increase the initial sales opportunity by 100%. In addition to providing hardware and software, the systems integrator was able to provide total design and integration strategy necessary to take full advantage of the new hardware capabilities.
As a result, the end client looks to the systems integrator as a solutions provider not just a hardware reseller. This shift in perception has helped the integrator maintain account control, effectively keeping the competition out of a strategic customer relationship.
For Infinite, this engagement provided the opportunity to supplement a partner deal which changed a hardware/software opportunity into a full solution sale.