“We were impressed with Consenna's ability to understand our requirements and bring our proposition to life. We work with them across EMEA and always find their team to be highly creative, knowledgeable, and a pleasure to work with.”
Davide Tarantino
Acer – EMEA Sr. Manager –
Channel Sales & Marketing
Customer Challenge
Acer have not yet established a large reseller partner channel in the UK as their strength is traditionally in the consumer and education market segments. Acer wanted to target SMBs as this is a new market space for them, offering growth by building new relationships with reseller partners.
Solution
Consenna helped Acer create the Acer Green Awards promotion, which provides a convenient and efficient way for customers to trade in their old devices for new. The process begins with a valuation, which takes under 30 seconds to complete.
Fast valuation not only benefits the customer, but also generates leads for participating reseller partners who then use the system to provide more detailed proposals to the customers. Proposals include price quotations for new Acer devices, full valuations of the trade-in equipment, and a CO2 impact assessment. Customers can see what they are buying, gauge the environmental impact of their decision to change, and understand the benefit of recycling the equipment.
Reseller partners have the ability to adjust pricing to create unique proposals for each customer. This, combined with the transparency of the discount offered for trade-in devices, enables rapid agreement on terms. We created an express version of the solution for distribution partners to host with reseller partners.
The Result
The solution was initially implemented in the UK and, based on early partner adoption and sales success, it has subsequently been localised for use in several countries in Europe and Africa. The programme has proven itself in attracting new reseller partners to promote and sell Acer products. It also helps Acer broaden market reach by leveraging new partner relationships.
