One of the major transportation companies in Lebanon decided to migrate their legacy telephony system to the new technology of Unified Communication. The customer had a number of options from different vendors to choose from, such as Cisco, Avaya, and Nortel, and many System Integrator companies offered solutions. The challenge was to find the correct solutions and the relevant partner who would have experience in the area of Unified Communication solutions, and implement the new technology for the customer.
The Logicom Sales and Pre-sales teams trained the partner on Cisco Unified Communication solutions. They also visited the end customer several times with the partner to assist in fully understanding the customer’s business requirements and positioned a competitive solution to meet them. During the meetings, Logicom was able to showcase their Cisco expertise and convince the customer to choose Cisco over of other brands.
Logicom assisted the partner in registering their project with Cisco and secured preferential treatment in terms of pricing of the bid as well as protection from competition during the bidding process. Beyond pricing, Logicom provided the partner with all relevant data sheets, certification, and necessary technical documentation.
Logicom partner won the deal against 3 other companies to supply the necessary equipment and software, implement the entire solution at the end-customer’s site and support the installation via a long term maintenance contract.
Logicom and partner worked well together to win this opportunity, and as such, a good relationship and partner loyalty was established between the partner and both Logicom and Cisco.