the following real case studies where customers reaped immediate
benefits by using ADI-referred products and services:
The Frame Relay Alternative
Upgrade at a Discount
Frame Relay Alternative
A large UK-based retailer sent their Director of IT here to build
their new US-based data network. The network needed to be simple,
and built on a shoe-string budget. He spent over 10 hours meeting
with multiple carriers reviewing his needs. He had to meet with
salespeople, sales managers, and sales engineers with each company.
In the end, after all the calls, appointments and meetings, all
five companies came back with the same solution - a Frame Relay
Network connecting all the computers. All five of the quotes were
substantially over the budget he was allocated. Basically, they
all proposed their "canned" versions of the same solution multiple
times. Then ADI came in.
After talking to his hardware vendor and getting the real situation
(before even meeting him), we knew to propose an Internet Protocol
secure Virtual Private Network, or IPsecVPN. Realizing that DSL
(Digital Subscriber Line) is widely accepted in the UK, we suggested
he connect all local branches via DSL (where available) while connecting
the main locations via T-1. We also suggested he buy his own firewalls
which allowed him to capitalize his hardware expenses, and decrease
his monthly operating expenses all at once. The customer got what
he needed and completed the project under budgets (Capital and Operational).
Upgrade at a Discount
This customer wanted to increase their speed to the internet from
256KB up to 1.544MB (full T-1). When they asked the incumbent carrier
to quote the increase, the customer was astonished to learn that
not only would there be the (expected) increase for the data, but
also a substantial (unexpected) increase in their local loop charge.
The carrier had changed the local loop charge for customers who
were ten miles away from their POP, or point of presence.
We simply took the prospect's location information and ran quotes
on three competing carriers. After receiving the quotes, we applied
for Specific discounts that sometimes exist which resulted in providing
this prospect (now customer) with the T-1 service they were seeking
at a 40% discount.
A large customer required their Long Distance carrier provide them
a monthly bill in a very specific format in near real-time. The
customer knew it could be done because their previous long distance
company (now defunct in their service area) provided the bill in
this format. Without the properly formatted bill, the customer couldn't
re-bill end users properly, which in turn, increased their monthly
operating expenses thus, decreasing profits. In an effort to pass
these charges on, they started to bill their end-users a "blended
rate". When they did this, their end-users started to question the
integrity of the bills they were receiving, stating that these bills
were inaccurate. This whole scenario has created more work for the
account managers of existing accounts, and increased the objections
the sales staff receives when trying to win new accounts.
After extensive research into how the previous carrier was able
to provide the billing the customer wanted, one of our partners
discovered the pertinent information was hidden in the SS7 signaling
stream. We immediately brought in a provider who delivered the application
required by assigning a team of programmers to complete the details
that not only satisfied the customer, but prompted the customer
to become one of this carrier's best references. The solution allows
the customer to pass on the correct usage information to their end-user,
making the end-user more comfortable knowing they are receiving
the right billing versus a "blended rate". The solution also frees
the customer's internal carrier expense by moving the monthly Long
Distance bill to where it should reside, with the end-user.
will always provide their "canned solution". Because of this, you
may not get all the facts needed to address the specific situation
you are trying to resolve. At ADI, we believe in the problem-solving
process of "Triple A", or Assess, Assess (again), (then)
develop optimal solutions to satisfy any situation a prospect presents
to us. We strive to present all facts simply and factually. Being
presented with this information, along with our industry knowledge
and insight, will allow you to make the right decisions for your
business, exert minimal effort during the process, and in the end,
truly free up more time for you to focus on your business".
founder and president