--- title: HPE Reseller Taps B2X to Help Win Six-Figure Upgrade Deal for State Agency description: See how one reseller is winning net new business and hitting deadlines for a state agency by embracing a new distribution channel. image: https://blog.b2xglobal.com/hubfs/b2x-case-study-01.jpg --- [![B2X Global](https://blog.b2xglobal.com/hubfs/raw_assets/public/B2XGlobal_April2022/images/b2x-logo.svg "B2X Global")](https://b2xglobal.com/) - [Company](https://b2xglobal.com/about-us/) - [About Us](https://b2xglobal.com/about-us/) - [Careers](https://b2xglobal.com/careers/) - [Products](https://b2xglobal.com/products/) - [Solutions](https://b2xglobal.com/solutions/) - Resources - [Case Studies](https://blog.b2xglobal.com/tag/case-studies) - [Account Setup](https://b2xglobal.com/setup/) - [Documents](https://b2xglobal.com/documents/) - [B2X Global Blog](https://blog.b2xglobal.com) - [Managing Supply Chain Shortages](https://go.b2xglobal.com/managing-technology-supply-chain-shortages) - [Contact](https://b2xglobal.com/contact-us/) [B2X Store](https://store.b2xglobal.com/) - [Company](https://b2xglobal.com/about-us/) - [About Us](https://b2xglobal.com/about-us/) - [Careers](https://b2xglobal.com/careers/) - [Products](https://b2xglobal.com/products/) - [Solutions](https://b2xglobal.com/solutions/) - Resources - [Case Studies](https://blog.b2xglobal.com/tag/case-studies) - [Account Setup](https://b2xglobal.com/setup/) - [Documents](https://b2xglobal.com/documents/) - [B2X Global Blog](https://blog.b2xglobal.com) - [Managing Supply Chain Shortages](https://go.b2xglobal.com/managing-technology-supply-chain-shortages) - [Contact](https://b2xglobal.com/contact-us/) [B2X Store](https://store.b2xglobal.com/) - [Case Studies](https://blog.b2xglobal.com/tag/case-studies) 05.23.2021 ## HPE Reseller Taps B2X to Help Win Six-Figure Upgrade Deal for State Agency By [B2X Global](https://blog.b2xglobal.com/author/b2x-global) ![HPE Reseller Taps B2X to Help Win Six-Figure Upgrade Deal for State Agency](https://blog.b2xglobal.com/hubfs/b2x-case-study-01.jpg) > #### *" 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 About TechPower IT Solutions 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.”   ![b2x-case-study-01](https://blog.b2xglobal.com/hs-fs/hubfs/b2x-case-study-01.jpg?width=730&name=b2x-case-study-01.jpg)   #### 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 ![b2x-case-study-04](https://blog.b2xglobal.com/hs-fs/hubfs/b2x-case-study-04.jpg?width=730&name=b2x-case-study-04.jpg) #### 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. ![B2X Global](https://blog.b2xglobal.com/hubfs/B2X%20avatar.jpeg) ### B2X Global ###### DISTRIBUTION REIMAGINED At B2X Global, we believe in the power of perception. With our unique perspective on partnership, sourcing, and efficiency, we see supply chain limitations with a perceptive eye. Our goal is to be more than just an IT distributor: We strive to provide a greater freedom in your day-to-day business. 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