Security Solution Launches Client Relationship
This solutions provider used a monitoring and management security installation to create the opportunity for additional sales with NASA.
Business Solutions, February 2009
Successful Deployment Leads To Complementary Installations
It was after the $29,000 installation was complete that Oxhandler reaped the project’s true benefits. “I tried for a long time to get in to NASA, and then they had a need we could resolve, and that built a bridge. Now, I can walk over that bridge anytime I like,” says Oxhandler. “The relationship has grown to the point where if we want to see a launch, they will schedule us to work during the launch.”
From being a ‘wannabe’ to having a warm, receptive relationship with the Kennedy Space Center is a success Oxhandler credits to providing a reliable, affordable solution. After installing GFI EventsManager and GFI MailSecurity ReportPack to meet the initial project specifications, Coolcat now has five contracts with the space center, all stemming from that first RFP. “Providing them with a fully functional solution allowed me to sell them the next step — antivirus software, as well as secure several other contracts,” says Oxhandler. The second phase of the installation included GFI LANguard and Eset NOD32 antivirus software.
Oxhandler says he is finicky about the products he uses. “We focus on what we believe to be the ‘best of breed’ applications,” he says. “It saves us time in support, and that lets us sell more. Plus, that choice makes us a ‘best of breed’ provider, and that changes the customer’s perception of us as well.” He also lets potential clients see his company’s recommended products in action in his own business, which has helped close sales. “We let them log in to our server and watch products work on our system, and that further illustrates the value of the product.”
While Oxhandler doesn’t have hard metrics on the success of the initial installation, he measures NASA’s satisfaction in terms of the additional contracts he has secured.