Case Study: Worldcom Exchange Offers Smart Technology ChoicesSource: HP Storage
When prospective customers visit WEI, its technical services staff begin the visit with a tour of the warehouse, allowing customers a first-hand look at the systems WEI can configure and implement on their behalf. As prospective customers narrow down their list of possible hardware, the next step is knowledge transfer. Moving to the facility's state-of-the-art demo room, WEI — during demo/training sessions — rolls hardware in and reviews the components with each customer.
It's an in-depth and high-touch sales process — clients, on average, make 8-10 on-site visits before a deal is finalized — but it works, enabling WEI to build solid relationships with its customers. Clients deepen their understanding of available systems, along with adjunct technologies like virtualization. And WEI guides customers through their hardware choices — choices that include not only new HP hardware but also systems offered through the HP Renew portfolio.