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29 Apr 2009
Comments:1
Distributor Azlan is aiming to help VARs secure more Cisco services business after launching a new service which will keep them abreast of expiring or expired contracts.
Cisco partners registering for the service will receive monthly notifications of all relevant service contracts which have not been renewed or are due to expire within 30 days. After identifying a renewal deal they wish to pursue, resellers can generate a quote by contacting account manager at Azlan or using the distributor's online services.
Azlan claims finalising deals is a simple process which can be done entirely using web-based resources. Azlan's director of European Cisco business David Harvey claimed he knew of no other distributor offering such a scheme.
Further reading
“Service renewals represent a huge opportunity for Cisco resellers and but one that they find difficult to maximise upon as most of them do not have any systematic process for of checking when customer contracts are up for renewal," he said.
“We have worked hard to make it as easy as possible for reseller sales people to engage with customers on service renewals and their processing. Service renewals generate good ongoing business and we would urge all Cisco resellers to make the most of their opportunities in this area by registering with us and taking advantage of the notification service.”
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Do you agree?
Still gaps in the opportunity
Several distributors offer this kind of service already, albeit not for Cisco renewals. Getting the data to the reseller is only part of the solution, there are many other components needed to make it a succesfull renewal. Assuming the data presented is correct, the reseller doesn't always have the neccesary processes, compensation schemes or culture to then do something productive with it. I applaud any distributor that takes a proactive stance to renewals, particularly in the current climate, but a more comprehensive programme is required to get significant results.
Posted by Antony Young | 05 May 2009
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