2. Overview
The situation that I am going to investigate and search for insufficiencies is in
a new account that could potentially be my focus account for Tech Data.
This account has brought over business to Tech Data that has never been
handled through Tech Data. This business is that of Oracle renewals. Oracle is
a hardware/software manufacture dealing in data bases and storage
This is a situation where Tech Data has recently acquired the Oracle business
from a large reseller Sterling. Sterling has stated we are not meeting the
needed response time for quotes/ invoicing. They have stated if this isn’t fixed
we will lose the 15 million dollar business to another distributor.
3. Introduction
If this situation can be made right, we have the opportunity to continue
receiving this business as well as grow this business with Sterling. Turning 15
million from last year into a possible 16+ this year with Tech Data. The
below shows the projected revenue we are tracking for in green, where
the red shows where we could take this business, if we can have the same
success we have had with their other vendors.
0%
20%
40%
60%
80%
100%
Category 1 Category 2
Chart Title
Series 1 Series 2 Series 3
4. Current Situation
We are in a fragile situation between Sterling and Tech Data. The internal
Oracle Team has assured us they will be able to support and sustain this
business, mean while thus far this is the farthest from the truth.
Sterling has been stating the areas we are lacking’
Oracle has no response for fixing this issue in the short term
5. Key Factors To Success
Response time
Helping to grow their business
Keeping the promises that were made during the transition process
Improving the previous methods they were used to with the previous
distribution center
Adding more support to this business
Minimizing mistakes to earn their trust in this business
6. Analysis of Alternatives
Taking the business back to the previous distribution center
Moving these deals to Oracle directly rather than through a distributor
Sticking with Tech Data and keeping patient while we figure this out
7. Strategic Option
Learning the renewal business and begin taking it on with the dedicated
sales champion
This will allow a competent person who is similar with Sterling to help the
business while Oracle hires and trains additional help
Increasing the proactive quotes from 90 days to 150 days thus adding
more value to Tech Data then the previous distributor
“First, do not lay off people. Remember that customer (client, guest)
service begins with excellent support staff Income is linear with support
staff, so decreasing staff poses a danger” (Rieger, M. H. (2009). 12 key
elements of a successful business plan)
8. Benefits
Tech Data keeps the 15 million dollar a year Oracle business Sterling has to
offer
The inside sales team is overachieve since this is new business, thus
rewarding us for figuring out this dilemma
Earning recognition from the higher ups in Tech Data for solving this
problem
Potentially better job offers could come with this experience
9. Risks
Losing Sterling’s Oracle business
Losing Sterling’s trust for their other business since we failed after promising
this is something we could support
Having to explain in numerous meetings with the higher ups what went
wrong
Coming up short on future goals that would stem for the short term
business we recieved
10. Audience Analyses
Sterling- is a very large reseller who deals in mostly federal/ government
deals as end users.
Tech Data as a Company- is a large IT distribution center who has
numerous resellers.
Tech Data Sales Team- The internal sales team who is both responsible for
and paid off of this relationship.
Oracle as a Company- is a software/hardware vendor who specializes in
data bases and storage
Oracle Internal Team- This team is goaled off all Oracle business coming
through Tech Data and what business is lost
11. Stakeholders
Our audience in this situation includes Sterling, Tech Data, Tech Data Sales
Team, Oracle, Oracle Internal Team and the end user.
We need to find a mix of what needs to be done both on giving and
receiving to make this business work for all parties involved.
Sterling’s business has thrived in other vendors since coming over to our
Team, and we are hopefully we can not only sustain but grow this new
Oracle business as well.
12. Final Recommendation/Call to Action
My final recommendation is to dedicate myself to the Oracle business for
the near future while Oracle hires and trains new employees to support
this business
While doing this I will help maintain Sterling’s trust while having the control
to implement the extended proactive quote system from 90 days to 150
days
And remember “Intuition is considered an important tool in business when
it comes to ensuring that business remains competitive” (Bernabei, P.
(2006). Business intuition)
13. References
Bernabei, P. (2006). Business intuition. Neuropsychoeconomics
Conference Proceedings, 1(1), 28.
Rieger, M. H. (2009). 12 key elements of a successful business plan. DVM:
The Newsmagazine Of Veterinary Medicine, 40(1), 48-51.
