Download PDF
Driving Sales with Flexible Customer Financing Offerings: A Case Study on Avnet Technology Solutions
Technology Category
- Infrastructure as a Service (IaaS) - Private Cloud
- Networks & Connectivity - NFC
Applicable Industries
- Finance & Insurance
- Telecommunications
Applicable Functions
- Logistics & Transportation
- Sales & Marketing
Use Cases
- Last Mile Delivery
- Leasing Finance Automation
Services
- Cloud Planning, Design & Implementation Services
The Challenge
Avnet Technology Solutions, a specialist in the Benelux region of Europe, was seeking to offer new customer financing solutions. The company wanted to provide tailor-made financing packages to resellers who were looking to adopt a managed service provider model and other end users who were seeking affordable ways to adopt analytics, mobile, and cloud-based technologies. The challenge was to find a way to accommodate these needs without putting their own working capital at risk. They also saw an opportunity to increase sales and customer satisfaction by expanding their finance solutions portfolio to include customer financing offerings.
About The Customer
Avnet Technology Solutions is a company that connects IBM and other suppliers with thousands of resellers, including value-added resellers (VARs), independent software vendors (ISVs), and system integrators. For many years, the company’s Avnet Finance Solutions department has helped resellers better manage their working capital using commercial financing solutions from IBM Global Financing. They provide inventory, receivables, and other offerings to IBM Business Partners purchasing IBM products and services for resale. They also help approved Avnet customers finance their IT solutions through IBM Global Financing using competitively priced loans and leases with extended, multiyear payment terms.
The Solution
Avnet teamed up with IBM Global Financing to evolve its financing strategy to include flexible credit, financing, and leasing solutions for end users. They used the IBM Rapid Financing application to quickly create affordable, flexible payment plans to include in sales proposals. This allowed them to capitalize on their established relationships with customers and prospects to further fine-tune contractual terms and conditions and close deals. The company also expanded this initiative into other countries in Europe. By teaming with IBM Global Financing, Avnet was able to boost sales while optimizing working capital across the distribution chain. They enhanced their portfolio with customizable lease and loan options for end users, driving record sales volumes in the Benelux region in early 2015.
Operational Impact
Quantitative Benefit
Related Case Studies.
![](/files/casestudy/Real-time-In-vehicle-Monitoring.png)
Case Study
Real-time In-vehicle Monitoring
The telematic solution provides this vital premium-adjusting information. The solution also helps detect and deter vehicle or trailer theft – as soon as a theft occurs, monitoring personnel can alert the appropriate authorities, providing an exact location.“With more and more insurance companies and major fleet operators interested in monitoring driver behaviour on the grounds of road safety, efficient logistics and costs, the market for this type of device and associated e-business services is growing rapidly within Italy and the rest of Europe,” says Franco.“The insurance companies are especially interested in the pay-per-use and pay-as-you-drive applications while other organisations employ the technology for road user charging.”“One million vehicles in Italy currently carry such devices and forecasts indicate that the European market will increase tenfold by 2014.However, for our technology to work effectively, we needed a highly reliable wireless data network to carry the information between the vehicles and monitoring stations.”
![](/files/casestudy/Vodafone-Hosted-On-AWS.png)
Case Study
Vodafone Hosted On AWS
Vodafone found that traffic for the applications peak during the four-month period when the international cricket season is at its height in Australia. During the 2011/2012 cricket season, 700,000 consumers downloaded the Cricket Live Australia application. Vodafone needed to be able to meet customer demand, but didn’t want to invest in additional resources that would be underutilized during cricket’s off-season.
![](/files/casestudy/SKT--Construction-of-Smart-Office-Environment.png)
Case Study
SKT, Construction of Smart Office Environment
SK T-Tower is the headquarters of SK Telecom. Inside the building, different types of mobile devices, such as laptops, smartphones and tablets, are in use, and with the increase in WLAN traffic and the use of quality multimedia data, the volume of wireless data sees an explosive growth. Users want limitless Internet access in various places in addition to designated areas.