Customer:
A Fortune 50 Company that builds cutting-edge data centers that require high-capacity, scalable AC power solutions. With high visibility and millions of customers, the power infrastructure of these data centers are vital to the company’s reliability and success.
Challenge:
The general contractor for this Fortune 50 end user is responsible for sourcing millions of dollars of equipment and materials to outfit each data center. Looking for a new supplier of Load Bank testers with more competitive pricing and shorter lead times, it sought other options for the 150+ needed for this latest project.
Options:
Seaching online for “AC Load Banks,” Eagle Eye Power Solutions appeared at the top of the search engine results page, prompting a click and visit to the Eagle Eye website by the inquiring engineer. After navigating round the webstie, the engineer gained enough confidence in the potential new supplier that he submitted a Request for Quote.
Solution:
Once the RFQ form was submitted, Eagle Eye’s Sales team immediately made contact with the customer. Trust was the cornerstone of this relationship from the very beginning, leading to transparent discovery, strategic consultation, and daily collaboration that laid the groundwork for future success.
Here’s how the Sales Process developed over the coming months:
Inside Sales
Over a 90-day period, Inside Sales led persistent and intentional discovery to clarify the scope and validate the opportunity. Cross-functional pricing teams were formed, and extensive supplier communication ensured specifications and costs were accurate.
Outside Sales
With the opportunity vetted, Outside Sales provided technical guidance and built relationships with both the end user and Eagle Eye’s supply partners. Constant communication positioned Eagle Eye as the preferred solution provider, leading to a major equipment order.
Sales Leadership
Strategically reviewed pricing frameworks, sourced additional cable suppliers to minimize risk and round out the offering, and engaged regional and executive leaders to ensure alignment on critical decisions.
Implementation:
Navigating complex contract terms, international tariffs, and supply logistics, Eagle Eye’s Operations team began by evaluating inventory and quality control strategies to ensure operational readiness for a project of this scale.
Meanwhile the Finance and Leadership teams aligned to provide final supply chain review and met with the customer, investing in the relationship and optimizing the overall customer experience.
Results:
Knowing that the work isn’t completed by simply delivering the products on time. Eagle Eye’s field and technical teams got up to speed on the how to best support the installation, commissioning, and ongoing needs to ensure long-term success of the project and provice confidence to the customer for consideration of future collaboration.
