Welcome to our Q3 partner deal spotlight. To celebrate how much we value our channel partnerships, each quarter we highlight one key channel deal. This quarter we sat down with our UK Sales Director – Nick Reeve, to discuss a deal he worked on, in conjunction with Computacenter. The deal was for a leading UK financial institution, a member of the FTSE 100.
A collaborative sales process is key to any deal. Can you provide a brief overview of what the process looked like for this specific win?
Computacenter and Nitro have been partners for a few years now. Thanks to our long-standing collaborative relationship we’ve delivered some great wins over the last 18 months in particular for many enterprise customers. Today we’re talking about one of the UK’s leading financial institutions and a member of the FTSE 100. This was an exceptional win for both Computacenter and Nitro.
Nitro’s value proposition delivers a highly competitive price-point compared to legacy PDF providers, combined with unlimited eSigning and user analytics as part of the offering. This aligns with Computacenter’s objective of delivering value, challenging customer spend, rationalization of their estate and trying to improve the customer’s overall experience.
Nitro and Computacenter mapped out the key stakeholders, their current challenges and objectives, and jointly presented Nitro’s value proposition to the customer. With a shared value proposition, it was easy to identify key Enterprise accounts and we got traction quickly. We received high levels of interest from procurement at this financial services client who could see 50%+ cost savings on their PDF spend, and from the print and productivity teams who could also see the significant cost and time-saving opportunities.
A Nitro pilot program was quickly initiated to allow the customer to trial Nitro before making a purchasing decision. The Nitro pilot allowed for in-depth user testing and technical evaluation, but it also demonstrated how well Nitro and Computacenter could deliver the value pitched. During this pilot, Nitro’s solutions engineers worked closely with the customer, taking the lead on pilot deployment, management, and reporting, ensuring a light customer workload and keeping users on track. Within a few weeks, the customer was able to make a confident purchasing decision.
After the pilot, we had a joint executive briefing where the results of the pilot spoke for themselves and enabled Computacenter to move forward with the deal.
Providing attractive margins is a key differentiator in selling Nitro. How did our beneficial, flexible margin structure come into play in this deal?
Nitro offers substantially stronger margins than legacy PDF vendors. Straight off the bat, our channel partners earn significantly more by partnering with Nitro. But this is just one of the benefits of working with Nitro. Owing to Nitro’s price-point, customers can now afford to deploy PDF and eSigning more widely. This may not have been possible with the incumbent legacy solution. Once deployed, the customer can access Nitro’s analytics solution to understand how the solution is being used, and how exactly this translates into savings in printing, money and time. Armed with this information, customers can make fully informed decisions about when and where it would make sense to increase the deployment of Nitro’s PDF and eSigning capabilities. As a result, Nitro customers typically grow their deployment and spend year-on-year which creates ongoing revenue and engagement opportunities for the channel partner!
Collaborating on deals fuels positive relationships between vendor and partner. How has this deal led to increased collaboration and mutual wins?
This marks an important win that’ll pave the way for Nitro and Computacenter’s relationship to go from strength to strength. This customer, a leading member of the FTSE – has a high volume of PDF heavy workflows, for which Nitro and Computacenter delivered substantial savings, much to the customer’s delight. As a result, of this win, other Enterprise customers with similar challenges were identified. Nitro and Computacenter hope to deliver similar levels of success to opportunities that are currently in progress.
The most important factor in any deal is the customer. How did Nitro and its partners work together to ensure that the customer remained top priority?
Nitro’s pilot program, our close relationship with Computacenter and Computacenter’s strong relationships with their customers were key to the success here. The joint value proposition strongly resonates with customers, and the pilot allows us to prove that we can deliver on what we promise. Computacenter and Nitro put the customer front and center of every conversation, and by engaging with the right stakeholders and helping the client manage all the moving parts, we were able to ensure a smooth and successful engagement, trial and ultimate transition to Nitro.
Should you wish to find out more about the Nitro Partner Program see our partner portal here.
