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Comstor’s Icebreaker boosts reseller value

There is an enormous opportunity for Cisco resellers to build greater customer value by introducing new services, reducing administration costs and ensuring customers better manage risk and compliance. It’s a free service, and it’s called the Comstor Icebreaker report.

As Cisco’s only dedicated UK distributor, Comstor partners with resellers, customers and Cisco to deliver full network install base visibility. The report identifies every network component, whether it has service level cover and whether it’s the most appropriate for the job it is doing, and whether the software it is running is current and compliant. The powerful analytics and insight are used as a basis for resellers to open conversations with customers, identify upgrade opportunities and ensure every network component has the right level of cover to ensure optimal working.

An area often overlooked in managing a smooth-running network is the cost of administrating service contracts. Networks evolve, and customers can change or use different reseller partners. Part of this evolution is layer upon layer of service contracts with a multitude of contract numbers. It’s a situation that can lead to complex administration, and in some cases a belief that a product is covered when the reality can be somewhat different.

Tom Saunders, Comstor’s Services, Software and Lifecycle Lead notes: “the Icebreaker, aside from identifying service level gaps and anomalies which can present security risks, shows all the separate contract numbers, where they originated, and who is nominally responsible for them from a reseller perspective. Often, we find that if a reseller has sourced a service contract via a third-party, the way the system works can mean the customer is invisible to Cisco. This situation is worrying and has all kinds of compliance and security consequences. By working with all parties we merge everything into one contract, simplifying the management and refresh process.”

Tom also notes that full visibility is an invaluable conversation starter for talking about digital migration strategies: “We find that some network assets are so old and overworked that it is a perfect time to switch to, for example, the newer Catalyst 9000 digital products as part of a software-defined, digital network migration journey. This way customers can accelerate their ambition and resellers get a valuable upgrade sales opportunity and, in the process, cement stronger bonds with their customers.”

The Comstor Icebreaker is a free service, and as if to emphasise its value Tom confirms that resellers to date who have ensured their customers have the right equipment with the right level of cover have benefited considerably from unearthing previously hidden revenue opportunities, with one securing an additional $275k in one-quarter alone.

To break the ice with customers, resellers need to contact Tom Saunders directly – tom.saunders@comstor.com

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2020