Region: Egypt
Initiative: New Onboarding / Sales Support / Implementation and Support
Slim margins and even slimmer support and technical know-how can result in many missed opportunities. Metra Group recognized a key issue with one of its partners regarding a lack of technical resources, as well as dealing with some complex requirements, managing to dispel concerns and close a very valuable deal.
Challenges
- Metra Group was presented with a strategic project with the Egyptian General Petroleum Corporation to build a data center to centralize the national data repository. The Partner did not have the necessary technical resources for installation and implementation.
- Complex requirements presented themselves to the end user in terms of the performance bond for the deal.
- The end user required seven years of warranty and support with 99.9% uptime SLA.
- Margins were very slim on the deal.
Solution
- Metra Group assisted the partner by enrolling them in the vendor’s partner program in Egypt to become eligible for rebates.
- Metra Group facilitated the partner’s performance bond.
- Metra Group’s Services Team managed the Rack and Stack, Installation, and Initialization procedures of the hardware on the end user’s site.
- Metra Group then structured a credit line increase with insurance and offered 180 days of extended payment terms.
Results
- The partner won the opportunity, resulting in the closure with EGPC.
- Metra Group successfully attached the vendor’s seven-year professional support services contract to the deal with field support, as well as buffering and outsourcing spare-parts management back to the company.