Nitro Blog

Partner-Abschluss-Spotlight von Nitro für Q4


To celebrate how much we value our Channel Partnerships, we’re highlighting our top partner deal from the past quarter. We sat down with our UK Sales Director – Nick Reeve – to discuss a deal he worked on.

Welcome to our Q4 partner deal spotlight. To celebrate how much we value our Channel Partnerships, we’re highlighting our top partner deal from the past quarter. We sat down with our UK Sales Director – Nick Reeve – to discuss a deal he worked on, in conjunction with Computacenter and ASM for a leading provider of insurance products in the UK with over 10,000 employees.

Ein kollaborativer Vertriebsprozess ist für jeden Abschluss entscheidend. Können Sie einen kurzen Überblick darüber geben, wie der Prozess für diesen konkreten Erfolg aussah?

Collaboration with both the distributor (ASM) and reseller (Computacenter) was critical to the success of this deal. ASM is a key distribution partner of Nitro in EMEA, and as a result of their close and long-standing relationship with Computacenter, they were able to facilitate meetings for Nitro with a range of key Computacenter stakeholders, from account managers through to sales leaders.

Computacenter identified Nitro as a great way to deliver additional value to their existing customers as well as getting a foot in the door with some net-new accounts. In this particular instance, the customer’s desire to deploy document productivity solutions more widely meant that Nitro was an obvious option for them to review. Nitro and Computacenter mapped out the key stakeholders, their current challenges and future plans and jointly presented Nitro’s value proposition to the customer. This generated significant interest and the opportunity quickly progressed to an evaluation.

Die Bereitstellung attraktiver Margen ist ein Hauptunterscheidungsmerkmal beim Verkauf von Nitro. Wie kam unsere vorteilhafte, flexible Margenstruktur bei diesem Geschäft ins Spiel?

Being able to offer attractive margin levels and having a flexible structure was invaluable to Nitro on this opportunity. As Nitro is able to offer high margins to the partner, and at the same time deliver the required solution to the customer, it is a very compelling proposition all round. Resellers are constantly looking for ways to differentiate themselves. Challenging the customer on their spend and delivering added value is a great way to do this. Nitro allows the partner to do both of these things, and this is why we are seeing so much traction from our channel partners.

Durch die Zusammenarbeit bei Geschäften werden positive Beziehungen zwischen Anbieter und Partner gefördert. Wie hat dieses Geschäft zu einer verstärkten Zusammenarbeit und gegenseitigen Gewinnen geführt?

The success of Nitro’s business depends on delighting our customers and having successful and mutually beneficial relationships with our channel partners. With this particular customer, the wall to wall deployment facilitated the customer’s wider initiatives around Digital Transformation and print reduction and so the transition to Nitro really delivered value on a number of levels.

Nitro has since been introduced into a large number of other opportunities by this partner and together we have built a significant pipeline of opportunity.

The most important factor in any deal is the customer. How did Nitro and the partner work together to ensure that the customer remained top priority?

Nitro’s customer focus is absolute, in fact 2019 has been named internally as the ‘Year Of The Customer’. As it happens Computacenter has a similar ethos, and so it was a natural outcome that the customer’s needs would be front and centre of the engagement. The relevant group of stakeholders from the customer were identified and fully engaged and goals and expectations were correctly set from day one. Throughout the delivery both Nitro and Computacenter worked in a collaborative way from the initial value presentation right through to the post deployment support.

This joined up approach ensured that we exceeded the customer’s expectations.

Should you wish to find out more about the Nitro Partner Program email us at for further details or check out the website here.


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