The challenge
Businesses need a device-management approach that fits their estate, acquisition preferences, support needs and the work involved in managing devices. Comparing device prices alone misses administration, logistics, repairs, downtime and end-of-life handling. Our client needed a way to make those wider costs visible and recommend a relevant service.
What we delivered
- Built a guided journey that captures the customer’s current approach, device volumes and value, acquisition preferences and desired support level.
- Included questions on operational effort, accessories, logistics, disposal and recycling, employee downtime and other easily overlooked costs.
- Created recommendation paths for different estate sizes, including managed smartphone and device lifecycle services.
- Presented a personalised recommendation with its rationale, relevant complementary services and a projected three-year total-cost-of-ownership comparison.
- Added a downloadable report and a route to discuss the result with a specialist from our client’s team.
Business value
Buyers can understand why a particular approach fits their circumstances and consider the wider cost of device ownership—not just the device price. The sales team gains a consistent way to move from discovery to a tailored recommendation and a more informed conversation.
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