Open Spectrum and MicroCorp Bring Data Center Industry Intelligence to Create Sales Success!
An Open Spectrum Alliance Case Study
For several years now, The Open Spectrum Alliance has included our partner MicroCorp. Through MicroCorp’s Team Alliance Program, Open Spectrum is providing data center industry intelligence with relevant consultative sales training and coaching to the MicroCorp network of agents across the country. In this case study, Open Spectrum was able to provide data center industry intelligence, cost analysis, and service comparison that enabled Virtual Telecomm‘s Mark White to meet his customer’s need quickly and efficiently. Open Spectrum was also able to assist in saving the client $34,282.60! Here’s the story, from the MicroCorp website:
Virtual Telecomm’s Mark White partnered with Open Spectrum through the Team Alliance Program in order to best serve his customer: Sun Tan City. Through the Team Alliance engagement he made with Open Spectrum, White was able to bring in an expert to provide the necessary data center hosting market intelligence to secure the deal. The company wanted to streamline systems and save money, but did not know the best way to make that happen. It turned to Mark White with Virtual Telecomm, its partner in technology solutions. White brought in Open Spectrum. Together, they provided relevant competitive market data to equip Sun Tan City with the tools to negotiate more favorable terms.
Sun Tan City — Virtual Telecomm’s customer — realized that it was up for renewal with its current data center hosting provider, and it started to examine its current systems more closely. The company had questions about scaling its business, and found that it had several unneeded services as part of the package with its provider.
With the information in hand, Sun Tan City could better engage in contract re-negotiation with its provider. The company won significantly better terms and established a three-year agreement!
Virtual Telecomm’s partnership with Open Spectrum allowed both companies to help Sun Tan City achieve ultimate savings of $34,282.60 after relevant fees.
The Program’s structured teaming benefitted Virtual Telecomm by protecting its customer, and became a turnkey benefit to Open Spectrum as the expert. The Team Alliance Program connected Virtual Telecomm to Open Spectrum, and gave White the confidence to approach Sun Tan City about its renewal and potential migration needs. Having attended MicroCorp’s Ultimate Partner Training, White gained expertise in data center, colocation, and cloud services that enable him to have deeper conversations with customers like Sun Tan City.