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iD means more intelligent decisions about what to offer, when, and to who

2 MINUTE READ
Insights Grow and sell Partner Success

George McKenna

Head of Cloud Sales, Ultima

Ultima are a world-class group of businesses with expert teams in Cloud, Security and Digital who help guide clients through the always-on and confusing digital world. We specialise in global and 24/7 full-stack support, multi-cloud automation tools and services, with specialist business units across cloud, security, and digital applications.

With 400+ employees, this brand promise could easily become fragmented, but we’re committed to delivering a consistent service and customer experience, whether a customer is talking to an account director or first-line support. Whenever they get in touch, they can be sure that we’ll know who they are, how important they are to us, and how important it is to solve their challenges.

Securing future success

Ultima provides practical solutions across cloud, security and digital. From securing physical infrastructure, user compute or the cloud. Keeping customer data, applications and people secure is at the root of everything we do.

However, it’s becoming an increasingly complex segment, so it’s critical for us to have a specialist distributor like Westcon-Comstor by our side to help navigate the market and the vendor landscape.

In collaboration with our security team, we work with Westcon’s Next Generation Solutions (NGS) unit to support and identify new partners. By working together we can see what will add the most value to our business and our customers, and how they fit into our security ecosystem.

Seamless integration

As an example, if the foundation of many of our customers’ infrastructure is Palo Alto or Check Point, we need to know which partners and complementary solutions will seamlessly fit into the ecosystem with API integration.

This idea of a technology ‘ecosystem’ model is everything and everywhere now. It’s critical for our success that we can provide a technology stack that is fully integrated and that resonates with customers, whether it’s on premises, end user or in the cloud.

With Westcon-Comstor, most of the partners you onboard, especially those under the innovative NGS umbrella, already fit seamlessly into the ecosystem to offer a truly comprehensive, modern, and powerful portfolio.

We need data to grow

Increasingly, we also look to Westcon-Comstor for help to grow. We don’t just need a logistics partner or commercial relationship; we also need intelligence for targeting new customer business.

The Intelligent Demand programme helps with lead generation for both net new logos and opportunities within our existing customer base. Intelligent Demand provides valuable insights into our customers’ purchase profiles – what they’re buying, when, and from who. This allows us to make intelligent decisions around the type of solutions and services that we need to offer them, and when.

 

 

Accelerating the sales cycle

We can now get to the sale much quicker, which is hugely valuable for us, speeding up our time to acquisition and initiating the sales cycle of what we want people to buy in six to nine months’ time. It also helps us understand where the market is heading – allowing us to provide a more consultative approach to delivering value back to our customer base.

Trusted support, proven in the field

Beyond helping us grow our business and sell new technology, Westcon-Comstor also supports us in our education and enablement. This means providing our sales teams with easy access to pricing and solution design with your deep product knowledge, so we can talk to our customers with confidence. Westcon-Comstor has a proven, trusted services and support network, with the knowledge and experience of what works.

All this builds trust. For me personally, my relationship with Westcon-Comstor goes back to the start of my career. From help with logistics and pre-sales support to getting the best prices and support for sales call-out days.

 

Read more from our people and partners how we’re creating Partner Success in the channel.

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