PC Lantech Uses Trade-Up Program to Seal Deal - The Network ...

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STORY
PC Lantech Uses Trade-Up Program to Seal Deal
It was a nightmare. A longtime customer,
moving to a larger facility and
needing new IT infrastructure, should
have been a slam-dunk sale. But the
competition swooped in, undercutting
the proposal and specifying product
that would not serve the business’
growth needs. Additionally, cost overruns
resulting from the company’s
move put a crimp in the IT budget.
Matthew Burstein scrambled to put together
Plan B. Burstein, Vice-President
of PC Lantech, a southern California
Linksys VAR, knew a lot about Alacer
Corp., one of his first customers. Alacer
had acquired Wal-Mart as a client and
was in growth mode. They were moving
to a larger facility and Matt had
been brought in to consult on new infrastructure.
They were also extremely
cost conscious.
VAR Profile
Company: PC Lantech
Location: Lake Forest, CA
Contact: Matthew Burstein,
Vice-President
In Business: Since 1999
Distributor: Ingram Micro
Linksys Approved Partner
Since April, 2006
PC Lantech provides network
hardware solutions and general
consulting services for small
business clients in southern California,
with a focus on business
integrity and building customer
relationships.
“The initial proposal was for a 100,000
all-Cisco switch solution” says Burstein.
This would have met their growth
needs well into the future. But Alacer’s
CFO, new to company, challenged
the recommendation and brought in
another consultant. “Budget became a
huge concern”. The competitor recommended
lower cost Dell or D-Link
product.
“Integrity and relationships
are more important than
growth.”
–Matthew Burstein, President, PC Lantech
Alacer IT Director Najib Niazi picks up
the story. “Dell did not have their own
switches and I was not quite impressed
with those products” he says. “I wanted
something comparable to Cisco
switches; port by port management
was important”.
Burstein had a firm relationship with
the owner and Niazi but most importantly
knew the business. He had sold
the Cisco brand but cost remained an
issue. Burstein returned to his office
and did his homework.
“Know thine enemy” he advises. “Know
what competitive products do and
don’t do.” He found that his competitors
could not offer the level of technology
needed to meet Alacer’s future
needs. He knew the Cisco package was
best for his customer, but cost was still
an issue.

Linksys Success Story
Customer Profile
Company: Alacer Corp.
Location: Foothill Ranch, CA
IT Director: Najib Niazi
Employees: 150
In Business: Since 1972
Alacer Corp. manufactures and
markets vitamin supplements
and is the world leader in Vitamin
C technology, producing more
Vitamin C innovations than any
other company.
PC Lantech Uses Trade-Up Program to Seal Deal
His solution: achieve the benefits of
the same manufacturer umbrella at a
lower cost by using a mix of Cisco and
Linksys products. Using the Linksys to
Cisco Trade-Up Program that features
a cash discount from Cisco to get a
break on future upgrades, Burstein was
able to provide a Cisco core switch and
access point and Linksys SRW2048 and
SRW2024 switches for distribution.
He saved the customer 40%, for a net
$60,000 sale.
The client was pleased with the final
result. “I’ve always been a fan of Cisco
product” Niazi relates. “Resellers such
as Matt are great value to Cisco. A lot of
consultants knock on our door. Matt has
the highest degree of integrity.” He has
recommended PC Lantech to colleagues
and other consultants doing business
with the company.
Linksys to Cisco Trade-Up Program
“VARs like the Trade-Up program because
the Cisco name is well known”
according to Linksys Sales Support Rep
Rachel Caballero. “There is no upfront
commitment and an end-user can use
the discount anytime” within the program
timeframe.
The 48 port switch was new at the time,
and Burstein attributes his knowledge of
the product to his participation in Linksys
Partner Connection. A wide range
of Linksys product is covered under the
program.
“There is always competition in the
market”, says Burstein. “Other consultants
will give misinformation at greater cost
to the customer. “My solution took more
consulting time but was a better result
for the customer.”
The Linksys to Cisco Trade-Up Program protects your client’s investment by allowing
them to trade-in eligible Linksys products for corresponding Cisco products
that meet the growing needs of their business. If, within three years, a business has
grown enough to warrant expanding their network, the time is right to take advantage
of the Linksys to Cisco Trade-Up Program.
Only Linksys can nurture the growth of your client’s network by providing investment
protection for their purchases. The Cisco-Linksys family is dedicated to providing
customers with a single source for all their networking needs. This commitment
encom-passes networking products that will most effectively fit their requirements
today while providing a straightforward migration path for the future. This unique
program provides them the security of knowing that their investment is protected
when their business needs expand. Contact your sales representative or check the
VAR website for program availability information.
If you have a Linksys VAR success story to share contact your Linksys representative or
e-mail kebrock@cisco.com.