" When I reached out to B2X, I got an immediate response. It’s the same today: within ten minutes I have something back from their team. And that’s one of the real joys of B2X—their responsiveness is just so refreshing."
SCOTT BARKER
MANAGER, PUBLIC SECTOR SALES AT TECHPOWER
THE CHALLENGE
Embracing a New Channel to Get Better Results
Since its founding more than thirty years ago, TechPower has become a leading reseller of Hewlett Packard Enterprise (HPE) IT products and services for commercial and public sector organizations.
TechPower engaged B2X Global after submitting a bid to a large state agency that had decided to update an internal training system. The two-part deal—including host servers and storage capacity upgrades—was highly competitive, attracting multiple bids from different resellers.
“The customer was thinking in a time-sensitive manner,” said Scott Barker, Manager of Public Sector Sales at TechPower, “I went through the normal channels. The contract price came back and looked just okay. I set up a Big Deal through HP, which came back higher than the contract deal. I was quite worried, at this point. I knew there were other bids out there and I didn’t feel comfortable riding on this quote.”
The state agency required Hewlett Packard Enterprise (HPE) original products for its warranty, support, performance, and security. To secure the deal, Scott knew he had to find a way to bring the price down and do it fast.
THE SOLUTION
Committing to Lower Price and Quicker Delivery Time
After submitting the original quote, Scott decided to contact B2X to see if he could improve his offer. “I got a response within ten minutes,” he said. “For such an urgent deal, this was huge. When I send things off to my default distributor, I won’t hear anything for days, not even an acknowledgment. I have to follow up and send reminders.”
A FAST STRAIGHT FORWARD QUOTE
Scott sidestepped the need for the registration, big deal requirement, and lengthy back and forth that would have cost him valuable time (and possibly the deal).
- Much faster response time than default distributors
- Access to unique HPE pricing without Big Deal requirement
- Substantially lower quote compared to contract and registration pricing
TRANSPARENT INVENTORY TIMELINES
The state agency had to receive the product by a certain date to get funding. So Scott needed a reseller who’d commit to an aggressive timeline.
- Received firm 30-day ETA for equipment delivery
- Strengthened deal with a highly competitive timeline
- Built confidence in discounts and programs offered to agency
" You guys stuck your neck out. There was no other stock on hand in the market, but you stuck your neck out and committed to securing that inventory in 30 days."
SCOTT BARKER
MANAGER, PUBLIC SECTOR SALES AT TECHPOWER
THE RESULTS
Winning a Six-Figure Deal and Delivering as Promised
- Won $100,000+ deal with large state agency
- Delivered HP drives on time to client
- Gained new leverage for deals moving forward
TechPower engaged B2X Global after submitting a bid to a large state agency that had decided to update an internal training system. The two-part deal—including host servers and storage capacity upgrades—was highly competitive, attracting multiple bids from different resellers.
“The customer was thinking in a time-sensitive manner,” said Scott Barker, Manager of Public Sector Sales at TechPower, “I went through the normal channels. The contract price came back and looked just okay. I set up a Big Deal through HP, which came back higher than the contract deal. I was quite worried, at this point. I knew there were other bids out there and I didn’t feel comfortable riding on this quote.”
The state agency required Hewlett Packard Enterprise (HPE) original products for its warranty, support, performance, and security. To secure the deal, Scott knew he had to find a way to bring the price down and do it fast.
