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Westcon-Comstor partners with TTEC Digital in EMEA to launch global sales enablement

Industry
Technology
Services Provided
Artificial intelligence
CX strategy & design
Data & analytics
Company Size
1,001-5,000
Region
Global
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Background

Westcon-Comstor is a leading global technology and specialist distributor that connects leading IT vendors around the globe with a channel of technology resellers, systems integrators and service providers. They embarked on digital transformation journey for a comprehensive solution to streamline its sales process, unify its data and empower its sales team with modern, data-driven tools to enhance customer satisfaction and drive growth.

The solution

TTEC Digital implemented a comprehensive Sales Process Optimization (SPO) project using Microsoft Dynamics 365 Sales to aid Westcon-Comstor's digital transformation journey. The solution standardized sales processes, improved partner alignment, enhanced customer identification and deal closure, streamlined quote-to-order processes, and established Dynamics 365 Sales as the single source of truth for customer information. 

The result

Through collaborative workshops, persona-based task distribution and leveraging Dynamics 365 Sales' robust capabilities, the project transformed Westcon-Comstor's sales processes. After a successful pilot launch in September 2023, a global rollout began, covering over 60 countries. 

Westcon-Comstor experienced significant improvements in their sales operations, with over 1,800 users actively using the SPO platform, with a 92% user adoption rate for daily selling activities. This successful multi-geo rollout across 60+ countries led to increased efficiency, improved customer relationships, and better business outcomes.

“The team at TTEC Digital has done a great job over the past 12 months of designing sales workflows, building solutions and so much more to allow us to launch the pilot in multiple markets. I’d like to thank all those involved for their efforts and ongoing collaboration with our own teams.”
Dwight Pitter, CIO, Westcon-Comstor