Eaton Power Play: Save Time with Eaton Care

Today’s managed services market is worth nearly $160 billion, according to IPED’s State of Managed Services report. And, the competition keeps getting more intense.

“The competition is strict,” says Kyle Yost, president of En-Net Services. “There are some manufacturers with much lower price points on their products, and going against those manufacturers [is] a challenge every day because we’re trying to sell value over price.”

For partners, selling value means promoting their unique offerings to customers. But they can’t do it alone. Solution providers need vendors who will take the time to help them sell more effectively.

“Eaton takes special care to be part of the process and bring in the right resources to help us do the right things for our customers,” says Matt Walty, senior account executive at Nordisk Systems.

The Eaton Care team offers pre-sales support, technical assistance, billing creation, pricing and quoting to help solution providers keep pace with today’s ever-changing technology. “We want to be seen as the company that is looking forward, really anticipating the future needs to always be relevant,” says Hervé Tardy, vice president and general manager of distributed power infrastructure at Eaton.

“It has to be easy for them to find the right contact and to get an answer ASAP,” says Tardy. “We really want to take this away to make it very easy for them.”

Eaton is adding value through solutions that partners have never sold before, according to Curtiz Gangi, vice president of sales for Eaton’s US Channels Data Center segment. “So, all the partner really needs to understand is, ‘What are those applications? What is the end-customer trying to solve?’ And, bring that forward to Eaton so we can do the rest.”

By taking the complexity out of the pre-sales process, Eaton allows its partners to both save time and generate more sales with their customers.

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