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

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.