Embracing a New Channel to Get Better Results
TechPower engaged B2X Global after submitting a bid to a large state agency that had decided to update an internal training system. The two-part deal—including host servers and storage capacity upgrades—was highly competitive, attracting multiple bids from different resellers.
“The customer was thinking in a time-sensitive manner,” said Scott Barker, Manager of Public Sector Sales at TechPower, “I went through the normal channels. The contract price came back and looked just okay. I set up a Big Deal through HP, which came back higher than the contract deal. I was quite worried, at this point. I knew there were other bids out there and I didn’t feel comfortable riding on this quote.”
The state agency required Hewlett Packard Enterprise (HPE) original products for its warranty, support, performance, and security. To secure the deal, Scott knew he had to find a way to bring the price down and do it fast.