THE RESELLER

A Successful Value Added Reseller

THE CLIENT

A Fortune 100 Bank

THE SITUATION

The customer was looking to refresh 500 systems loaded with Windows 7 and several proprietary software applications.The project had a tight delivery schedule and specific site level requirements. The customer invited 3 VARs to bid on this project which caused the pricing to be very competitive. All the proposals met the specific requirements for the configuration and delivery dates. No proposal stood out based on pricing or compliance with the terms of the rfp.

THE RESPONSE

The winning VAR incorporated Guardian data erasure and logistics services in it’s proposal. This provided a seamless single source solution for both deployment of the new PCs and disposal of the old ones. When the VAR went over their proposal with the customer, they pointed out the risks associated with breaking the chain of custody for the customer’s data. This clearly differentiated one proposal from the remaining two and was a key consideration in this otherwise evenly matched opportunity. Once the project was awarded, Guardian was included in the rollout plan and made three one day visits to the site. The PCs that had been removed up to the time of each visit were brought to the Guardian Mobile IT Lab where a three-pass DOD wipe was performed and then the machines were placed on pallets for disposal. The entire process included video monitoring of work performed, full serial number tracking of PCs and hard drives, erasure certification, asset transfer documentation, and transportation to the disposal site.

THE RESULT

In this win-win scenario, the customer protected itself from potential competitive disadvantage, customer loss, and financial damages that could have occurred if emails, passwords, sales information, internal memos and other proprietary information fell into the wrong hands. The VAR won by establishing itself as a creative problem solver looking to go beyond the basic requirements of the RFP to offer the client maximum value and increased the order size, while offloading tedious work associated with removal of the old PCs.

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