“Consenna has exceeded our expectations with their attention to detail and customer focused approach. We work with them on our EduCycle programme and have benefited from their in-depth knowledge and experience of the Education market segment.”
Brian Horsburgh
Public Sector & Mid-Market Sales Director, Dell
Customer Challenge
Rising energy prices were impacting on budgets for educational establishments. Dell and Nviron’s strategy in response was to promote the high energy efficiency of current devices and offer a trade-in and recycling service, with old technology devices recycled in an efficient, secure and environmentally friendly way. However, customers and salespeople were unable to determine the potential value and payback of transitioning to more energy-efficient technology.
Solution
Call to Action:
Consenna developed a value proposition and call to action aimed at any-size educational establishments. This money-saving service was offered at zero cost to the customer, unlike other recycling alternatives.
Guided Selling Tool:
We developed a guided selling approach that focused on understanding the customer’s existing estate of installed devices in educational establishments and the energy impact that it has today. Based on authoritative research of energy efficiency and energy cost, we provided accurate figures and a direct comparison between the customer’s existing devices and new Dell solutions. This tool helped Dell salespeople to personalise proposals, progress the conversation with customers, and close deals.
Consenna developed a value proposition and call to action aimed at any-size educational establishments. This money-saving service was offered at zero cost to the customer, unlike other recycling alternatives.
Guided Selling Tool:
We developed a guided selling approach that focused on understanding the customer’s existing estate of installed devices in educational establishments and the energy impact that it has today. Based on authoritative research of energy efficiency and energy cost, we provided accurate figures and a direct comparison between the customer’s existing devices and new Dell solutions. This tool helped Dell salespeople to personalise proposals, progress the conversation with customers, and close deals.
The Result
Early results exceeded expectations. Within three months, 25 salespeople were actively engaged and had generated 75 proposals, resulting in an estimated 7,500 unit pipeline. This solution has helped Dell to qualify the level of interest in energy-efficient products and allowed them to retarget customers with more defined proposals. Dell and Nviron succeeded in helping educational establishments save money via more energy-efficient technology. The value proposition and call to action, along with the guided selling tool, helped customers and salespeople understand the potential value and payback.
