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Nitro's Q3 Partner Deal Spotlight

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Welcome to our Q3 partner deal spotlight.

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.

Un processus de vente collaboratif est déterminant pour conclure une affaire. Pouvez-vous nous donner un bref aperçu de son déroulement dans ce cas spécifique ?

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.

Proposer des marges intéressantes est un élément clé pour permettre à Nitro de remporter une vente. Quel rôle a joué notre système de marge flexible et avantageux dans cet accord ?

Nitro propose des marges nettement plus élevées que les anciens fournisseurs de PDF. D'emblée, nos partenaires de distribution gagnent beaucoup plus en s'associant avec Nitro. Toutefois, cela ne constitue qu'un des avantages que présente la collaboration avec Nitro. Le prix de Nitro permet désormais aux clients d'utiliser des PDF et des e-signatures (signatures électroniques) à plus grande échelle. Cette option n'aurait pas été possible avec la solution désuète existante. Une fois la solution déployée, le client peut accéder à la solution d'analyse de Nitro pour en comprendre le mode d'utilisation et les implications concrètes en termes d'économies d'impression, d'argent et de temps. Forts de ces informations, les clients peuvent décider en toute connaissance de cause du moment et de l'endroit où il serait judicieux de renforcer le déploiement des fonctionnalités de signature électronique et de PDF de Nitro. En conséquence, les clients de Nitro renforcent généralement leur déploiement et dépensent d'une année à l'autre, générant ainsi des possibilités de revenus et de participation permanents pour le partenaire de distribution !

La collaboration dans le cadre d'un accord permet d'entretenir les relations positives entre le fournisseur et le partenaire. Comment cet accord a-t-il conduit à une collaboration accrue et à des gains mutuels ? 

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.

Le client est le facteur le plus important dans toute opération de vente. Comment Nitro et ses partenaires ont-ils collaboré pour s'assurer que le client reste au centre des priorités ? 

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.

Bibliothèque de contenus

Numérisation de bout en bout de vos workflows documentaires

Une nouvelle étude de GigaOm compare et évalue les fonctionnalités et les capacités des solutions de signature électronique et d'édition PDF leaders du secteur.
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