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IT SERVICES CASE STUDY

NWN Makes the Business Case for PC as a Service

NWN | Waltham, MA | 500+ employees

The Challenge

NWN is a technology service provider providing public and private sectors with technology infrastructure and business solutions. One of their newer solutions to help improve PC lifecycle management is DaaS, providing PCs and user devices as a service. Instead of buying PCs or devices and managing and supporting them with internal resources or piecemeal outsourced services, customers can leverage NWN Daas to procure the device and all lifecycle services for a simple, cost-effective monthly fee.

Since businesses are used to buying their PCs and devices in a more traditional way, NWN sought to deliver a strong business case for DaaS that effectively articulated the business advantages and quantified the financial benefits.

The Solution

To accomplish this, Mediafly collaborated with NWN to create a Value Assessment sales tool that NWN specialists, consultants, and sales reps can use to quickly, easily, and credibly develop financial justification for their PC as a Service (DaaS). The Value Assessment is first used to discover key sizing and opportunity metrics from the prospect and to provide a quick diagnostic assessment of current challenges. Based on the discovery, the tool automatically recommends the right solution configuration for the prospect from dozens of service options.

The Value Assessment tallies the value of improved IT efficiency, reduced risk, and better enablement of the business and also quantifies the unique ROI each prospect can achieve. Beyond numbers, the tool helps NWN tell a differentiating value story with provocative commercial insights and messaging for buyer challenges and service solutions. An invaluable, personalized 20+ page report is automatically created at the end of each engagement, providing buying committees and stakeholders with an executive summary, insights, storytelling, and ROI analysis graphs and charts – all credibly articulating the value of the proposal.

QuoteMarks“Instead of leaving the business case to chance, with buyers struggling on their own to put together the justification themselves, the Value Assessment allows us to provocatively deliver a credible business case for each opportunity, helping us accelerate prospect decisions and providing a distinct competitive advantage.”

Terry Joslin, Executive Vice President, NWN

The Result

The Value Assessment is used on almost every PC and DaaS opportunity, helping the NWN team to introduce value into deals earlier and ensuring a complete financial analysis is delivered to justify every proposal. As a result, the Value Assessment is helping NWN win more business, helping more stalled deals advance, accelerating sales cycles, reducing discounting, and driving competitive wins.

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