SDG, IT resellers and their end customers gain from business solution centers standardized on Intel® processor technology
Challenges
• More than sales. The Specialist Distribution Group (SDG) was looking to add more value to its resellers and their end customers, offering advice and services as well as sales
Solutions
• High-tech centers. Created a unique network of business solution centers for the EMEA channel, bringing together multiple technologies from multiple vendors to demonstrate best practice virtualization and cloud services
• Exclusively Intel. Standardized demonstrations to run on the latest Intel® processor technology, currently the Intel® Xeon® processor E5 and E7 families
Impact
• No vendor pressure. Provides an independent, safe environment for IT resellers to demonstrate leading vendor technologies to customers and build the best platform to meet their needs
• Better relationships. Makes the sales cycle more interactive, enabling IT resellers to build closer relationships with their customers
• Greater revenue. SDG and its resellers benefit from larger deals and a shorter sales cycle
Adding Value
SDG distributes technology to Europe, the Middle East, and Africa (EMEA). To remain competitive, SDG continuously seeks to find ways to add more value to its IT resellers and their end customers. As technology solutions become more complex, in some instances combining many different technologies from different vendors, businesses rely more on their IT channel partners for advice and services as well as sales. In turn, IT resellers are turning to SDG to provide this additional support.
Dan Cartter, EMEA director for cloud solutions and services at SDG, explains: “Building a technology solution today involves so many different technologies and vendors. It’s akin to baking a cake with many different ingredients, often without a recipe. It’s our job to help our IT resellers navigate their customers through this complex task, helping them find the right solution to meet their needs, so they can make a sale.”
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SDG, IT resellers and their end customers gain from business solution centers standardized on Intel® processor technology
Challenges
• More than sales. The Specialist Distribution Group (SDG) was looking to add more value to its resellers and their end customers, offering advice and services as well as sales
Solutions
• High-tech centers. Created a unique network of business solution centers for the EMEA channel, bringing together multiple technologies from multiple vendors to demonstrate best practice virtualization and cloud services
• Exclusively Intel. Standardized demonstrations to run on the latest Intel® processor technology, currently the Intel® Xeon® processor E5 and E7 families
Impact
• No vendor pressure. Provides an independent, safe environment for IT resellers to demonstrate leading vendor technologies to customers and build the best platform to meet their needs
• Better relationships. Makes the sales cycle more interactive, enabling IT resellers to build closer relationships with their customers
• Greater revenue. SDG and its resellers benefit from larger deals and a shorter sales cycle
Adding Value
SDG distributes technology to Europe, the Middle East, and Africa (EMEA). To remain competitive, SDG continuously seeks to find ways to add more value to its IT resellers and their end customers. As technology solutions become more complex, in some instances combining many different technologies from different vendors, businesses rely more on their IT channel partners for advice and services as well as sales. In turn, IT resellers are turning to SDG to provide this additional support.
Dan Cartter, EMEA director for cloud solutions and services at SDG, explains: “Building a technology solution today involves so many different technologies and vendors. It’s akin to baking a cake with many different ingredients, often without a recipe. It’s our job to help our IT resellers navigate their customers through this complex task, helping them find the right solution to meet their needs, so they can make a sale.”
