PC Lantech Uses Trade-Up Program to Seal Deal - The Network ...
PC Lantech Uses Trade-Up Program to Seal Deal - The Network ...
PC Lantech Uses Trade-Up Program to Seal Deal - The Network ...
You also want an ePaper? Increase the reach of your titles
YUMPU automatically turns print PDFs into web optimized ePapers that Google loves.
SUCCES<br />
STORY<br />
<strong>PC</strong> <strong>Lantech</strong> <strong>Uses</strong> <strong>Trade</strong>-<strong>Up</strong> <strong>Program</strong> <strong>to</strong> <strong>Seal</strong> <strong>Deal</strong><br />
It was a nightmare. A longtime cus<strong>to</strong>mer,<br />
moving <strong>to</strong> a larger facility and<br />
needing new IT infrastructure, should<br />
have been a slam-dunk sale. But the<br />
competition swooped in, undercutting<br />
the proposal and specifying product<br />
that would not serve the business’<br />
growth needs. Additionally, cost overruns<br />
resulting from the company’s<br />
move put a crimp in the IT budget.<br />
Matthew Burstein scrambled <strong>to</strong> put <strong>to</strong>gether<br />
Plan B. Burstein, Vice-President<br />
of <strong>PC</strong> <strong>Lantech</strong>, a southern California<br />
Linksys VAR, knew a lot about Alacer<br />
Corp., one of his first cus<strong>to</strong>mers. Alacer<br />
had acquired Wal-Mart as a client and<br />
was in growth mode. <strong>The</strong>y were moving<br />
<strong>to</strong> a larger facility and Matt had<br />
been brought in <strong>to</strong> consult on new infrastructure.<br />
<strong>The</strong>y were also extremely<br />
cost conscious.<br />
VAR Profile<br />
Company: <strong>PC</strong> <strong>Lantech</strong><br />
Location: Lake Forest, CA<br />
Contact: Matthew Burstein,<br />
Vice-President<br />
In Business: Since 1999<br />
Distribu<strong>to</strong>r: Ingram Micro<br />
Linksys Approved Partner<br />
Since April, 2006<br />
<strong>PC</strong> <strong>Lantech</strong> provides network<br />
hardware solutions and general<br />
consulting services for small<br />
business clients in southern California,<br />
with a focus on business<br />
integrity and building cus<strong>to</strong>mer<br />
relationships.<br />
“<strong>The</strong> initial proposal was for a 100,000<br />
all-Cisco switch solution” says Burstein.<br />
This would have met their growth<br />
needs well in<strong>to</strong> the future. But Alacer’s<br />
CFO, new <strong>to</strong> company, challenged<br />
the recommendation and brought in<br />
another consultant. “Budget became a<br />
huge concern”. <strong>The</strong> competi<strong>to</strong>r recommended<br />
lower cost Dell or D-Link<br />
product.<br />
“Integrity and relationships<br />
are more important than<br />
growth.”<br />
–Matthew Burstein, President, <strong>PC</strong> <strong>Lantech</strong><br />
Alacer IT Direc<strong>to</strong>r Najib Niazi picks up<br />
the s<strong>to</strong>ry. “Dell did not have their own<br />
switches and I was not quite impressed<br />
with those products” he says. “I wanted<br />
something comparable <strong>to</strong> Cisco<br />
switches; port by port management<br />
was important”.<br />
Burstein had a firm relationship with<br />
the owner and Niazi but most importantly<br />
knew the business. He had sold<br />
the Cisco brand but cost remained an<br />
issue. Burstein returned <strong>to</strong> his office<br />
and did his homework.<br />
“Know thine enemy” he advises. “Know<br />
what competitive products do and<br />
don’t do.” He found that his competi<strong>to</strong>rs<br />
could not offer the level of technology<br />
needed <strong>to</strong> meet Alacer’s future<br />
needs. He knew the Cisco package was<br />
best for his cus<strong>to</strong>mer, but cost was still<br />
an issue.
Linksys Success S<strong>to</strong>ry<br />
Cus<strong>to</strong>mer Profile<br />
Company: Alacer Corp.<br />
Location: Foothill Ranch, CA<br />
IT Direc<strong>to</strong>r: Najib Niazi<br />
Employees: 150<br />
In Business: Since 1972<br />
Alacer Corp. manufactures and<br />
markets vitamin supplements<br />
and is the world leader in Vitamin<br />
C technology, producing more<br />
Vitamin C innovations than any<br />
other company.<br />
<strong>PC</strong> <strong>Lantech</strong> <strong>Uses</strong> <strong>Trade</strong>-<strong>Up</strong> <strong>Program</strong> <strong>to</strong> <strong>Seal</strong> <strong>Deal</strong><br />
His solution: achieve the benefits of<br />
the same manufacturer umbrella at a<br />
lower cost by using a mix of Cisco and<br />
Linksys products. Using the Linksys <strong>to</strong><br />
Cisco <strong>Trade</strong>-<strong>Up</strong> <strong>Program</strong> that features<br />
a cash discount from Cisco <strong>to</strong> get a<br />
break on future upgrades, Burstein was<br />
able <strong>to</strong> provide a Cisco core switch and<br />
access point and Linksys SRW2048 and<br />
SRW2024 switches for distribution.<br />
He saved the cus<strong>to</strong>mer 40%, for a net<br />
$60,000 sale.<br />
<strong>The</strong> client was pleased with the final<br />
result. “I’ve always been a fan of Cisco<br />
product” Niazi relates. “Resellers such<br />
as Matt are great value <strong>to</strong> Cisco. A lot of<br />
consultants knock on our door. Matt has<br />
the highest degree of integrity.” He has<br />
recommended <strong>PC</strong> <strong>Lantech</strong> <strong>to</strong> colleagues<br />
and other consultants doing business<br />
with the company.<br />
Linksys <strong>to</strong> Cisco <strong>Trade</strong>-<strong>Up</strong> <strong>Program</strong><br />
“VARs like the <strong>Trade</strong>-<strong>Up</strong> program because<br />
the Cisco name is well known”<br />
according <strong>to</strong> Linksys Sales Support Rep<br />
Rachel Caballero. “<strong>The</strong>re is no upfront<br />
commitment and an end-user can use<br />
the discount anytime” within the program<br />
timeframe.<br />
<strong>The</strong> 48 port switch was new at the time,<br />
and Burstein attributes his knowledge of<br />
the product <strong>to</strong> his participation in Linksys<br />
Partner Connection. A wide range<br />
of Linksys product is covered under the<br />
program.<br />
“<strong>The</strong>re is always competition in the<br />
market”, says Burstein. “Other consultants<br />
will give misinformation at greater cost<br />
<strong>to</strong> the cus<strong>to</strong>mer. “My solution <strong>to</strong>ok more<br />
consulting time but was a better result<br />
for the cus<strong>to</strong>mer.”<br />
<strong>The</strong> Linksys <strong>to</strong> Cisco <strong>Trade</strong>-<strong>Up</strong> <strong>Program</strong> protects your client’s investment by allowing<br />
them <strong>to</strong> trade-in eligible Linksys products for corresponding Cisco products<br />
that meet the growing needs of their business. If, within three years, a business has<br />
grown enough <strong>to</strong> warrant expanding their network, the time is right <strong>to</strong> take advantage<br />
of the Linksys <strong>to</strong> Cisco <strong>Trade</strong>-<strong>Up</strong> <strong>Program</strong>.<br />
Only Linksys can nurture the growth of your client’s network by providing investment<br />
protection for their purchases. <strong>The</strong> Cisco-Linksys family is dedicated <strong>to</strong> providing<br />
cus<strong>to</strong>mers with a single source for all their networking needs. This commitment<br />
encom-passes networking products that will most effectively fit their requirements<br />
<strong>to</strong>day while providing a straightforward migration path for the future. This unique<br />
program provides them the security of knowing that their investment is protected<br />
when their business needs expand. Contact your sales representative or check the<br />
VAR website for program availability information.<br />
If you have a Linksys VAR success s<strong>to</strong>ry <strong>to</strong> share contact your Linksys representative or<br />
e-mail kebrock@cisco.com.