It’s always a challenge when a client who doesn’t like the licensing model comes up for renewal.
What is REALLY challenging is when their incumbent reseller suggests replacing Meraki with a product that doesn’t require licensing…
Do you consider yourself outnumbered and waive the white flag, or step in and change the odds in your favor?
ProTec Building Services was that exact client. Their finance team didn’t like licensing and their reseller was already quoting out competitive solutions to rip Meraki out. Seeing the writing on the wall, Meraki ISR Gabriella Cuevas kindly offered the client an alternative for them to review. She introduced Stratus who provided a 1YR renewal as requested, but also offered a highly competitive 7YR hardware refresh offer along with an overview of their Total-Cost-of-Ownership vs other solutions. They even threw in a Cisco Capital proposal to offer CAPEX vs OPEX consumption options.
Equipped with the various quotes, financing, and TCO analysis, Protec presented to their C-level executives.
Instead of ripping out Meraki, they decided to refresh the entire core network and expand their Meraki footprint to new locations and include MV cameras with 7YR licensing on the entire purchase, totalling $148,000. ProTec was extremely appreciative of the in-depth problem solving Stratus and Meraki brought to the table, and look forward to more years with Meraki.
“I was worried we’d lose the client due to pushback on Meraki’s licensing costs. Stratus not only helped retain ProTec as a client, they are now more invested in the partnership than ever and planning for future growth with Meraki and Stratus.”
– Gabriella Cuevas
Meraki ISR San Diego