News | June 30, 2012

Jenne Inc. Helps Integrator Intelligent Enterprise Solutions Compete For Long-Term Federal Customers Against Larger-Tier VARs

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Jenne’s Consultative Support, Professionalism and Competitive Pricing Helped this VAR Build Ongoing Relationships with Government Organizations Amid Venerable Competition

Avon, OH – Jenne, Inc., a leading value-added distributor of IP telephony, audio and video conferencing, unified communications, data networking and IT security products, delivers the kind of support that allows its customers to succeed against even the most formidable competitors. Such is the case with Intelligent Enterprise Solutions (IES), a Maryland reseller that has won and maintained high profile, lucrative accounts — such as leading US federal government accounts including the US Marines, Lockheed Martin and federal integrator SAIC.

 IES is a smaller-scale reseller operating in an enormous market.  The company provides Ethernet-based networking systems to government agencies and Federal contractors. For these deployments, IES depends on Extreme Networks’ powerful enterprise network solutions, due to the company's high-performance, low latency and feature rich switches that scale for 10 and 40 Gigabit Ethernet. IES originally sourced its Extreme Networks’ campus network portfolio from several different distributors, but since teaming up with Jenne in 2010, the extraordinary level of support, professionalism and expertise the distributor has extended has earned IES’ loyalty. When it comes to sourcing Extreme Networks’ solutions, “we have no intention of going anywhere else,” stated Todd Mower, federal sales rep at Intelligent Enterprise Solutions. 

Jenne’s unwavering support is one of the key factors that helps IES secure bids from esteemed organizations such as the Marine Corps, Lockheed Martin and SAIC (Science Applications International Corporation), and earn long-term, repeat customers. IES has chosen to partner with Jenne despite the fact that competing VARs are able to offer a wider selection of vendor products sourced from a multitude of distributors.

“When you’re vying for projects for the Department of Defense (DoD), it can be a very competitive landscape," said Mower. "We all know that margins can be thin in this industry. Yet Jenne has offered pricing that’s competitive enough to capture jobs and keep those agencies coming back —while enabling us to retain respectable margins. Jenne has collaborated with us in many more ways than just by providing cost-effective pricing. They are also very responsive, they are consummate professionals, and they are very technically proficient.  If I need help with an installation, I can rely on them for advice,” he continued.

Mower regularly relies on Jenne’s team for their expertise while in the middle of customer configurations.  The partnership with Jenne functions as an extension of IES’ staff, working as a consultant compared to only offering simple sales representation.

“With Jenne, it’s not the kind of relationship where they look up five part numbers, give us a price, and we’re done. They provide a heightened level of service that allows us to bid successfully against resellers that are much larger than we are, and which are selling an array of rival solutions beyond our core Extreme Networks offering.”  IES now sources its Extreme Networks products exclusively from Jenne. 

“We don’t want to give our integrators a reason to do business with anyone else, so we deliver much more than a product solution,” said Vince Piccolomini, vice president of logistics and business development, Jenne.  “Our customers value our recommendations, expertise and experience. If we can accelerate a resellers' successful bid or contribute to the execution of a project, that customer will very likely come to us a second or third time."  

About Jenne®
Jenne Inc., headquartered in Avon, Ohio, is a leading value-added distributor of business telephony, data, audio and video conferencing, and security technology products, including equipment and software for the Enterprise and SMB markets. More than 150 major manufacturers partner with Jenne including Avaya, Aastra, ADTRAN, Bogen, ClearOne, Extreme Networks, GN Netcom, ICC, LifeSize, Panasonic, Plantronics, Valcom, and Verint. Jenne is dedicated to tracking emerging technologies, offering fresh solutions, new equipment and related applications, accredited training and certification to better serve dealers and resellers.

SOURCE: Jenne Inc.

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