Our partner is an industry-leading provider of integrated print and content management solutions and services, and wide format printing technologies.
Our partner’s prospective client had struggled to obtain finance on previous occasions for their office equipment solutions. This made it difficult for our partner to propose their print solution to their client, as the client was hesitant to commit to the new machines and the finance approval process.
Our partner involved their dedicated 3E BDM early in the discussions with their prospect.
Our BDM identified that the prospective client required 2 devices, but both devices were not required immediately.
3E provided a staged solution for the client’s needs. The first device was approved and settled with the second, more expensive device, financed under an additional agreement, months later when required.
The approval for the one machine was straightforward for the client, with our BDM ensuring all approval requirements were satisfied in the application process.
The approval of the second agreement was uncomplicated, thanks to the good credit history our partner’s client had established with the initial agreement.
Our partner was extremely happy as the client had displayed initial hesitation due to (1) committing to the two devices all at once and (2), the reservations around gaining approval due to their past experiences.
Getting 3E and their dedicated BDM involved early also removed additional administrative work by our partner, had they submitted the initial solution without getting their BDM involved.