Data Storage Solutions Provider
DDI: The One Number to Call
Situation: Our vendor partner, MTI Technology Corporation is a leading multi-national provider of professional services and comprehensive data storage solutions for mid to large sized organizations. With more than 20 years of expertise as a storage technology innovator, MTI has the depth of knowledge and experience to assess, design, implement and support whole-office data storage and backup initiatives.
MTI works closely with their customers to implement and achieve a realistic Information Lifecycle Management (ILM) strategy. Their goal is to allow their customers to gain the most value from their information, at the lowest total cost of ownership, at every point in its lifecycle. DDI’s ability to complement this strategy has made DDI Capital an important partner for MTI.
DDI Solution: DDI has enjoyed a three (3+) year relationship with MTI. Our introduction to MTI was in the context of a large sales opportunity and a financing challenge. MTI was in the process of closing a significant sale ($2 million+) of EMC Direct Access Storage Devices when their client identified the need for equipment financing. The deal would be lost if financing could not be arranged and the transaction needed to close in a week. MTI approached their traditional leasing sources but found that they were unwilling to do the deal because the end-user client would not supply any financial information to support the credit decision process. Moreover, the end user was unwilling to offer any form of “guarantee” to support the transaction. DDI stepped up to the plate – reached a positive credit decision and approved funding in under a week. DDI’s willingness to complete the lease was in large measure due to MTI’s confidence in their client and the value of their solution – DDI agreed.
MTI also recognized that DDI shared their “lifecycle management” strategy and consultative approach. MTI wanted a vendor partner that could supply more than just a rate quote – they needed someone who understood the complex nature of their offering and was prepared to offer complimentary financing alternatives. DDI’s flexibility and creativity in structuring leasing solutions that allowed for technology swapping was viewed as an important feature in MTI’s overall service offerings. MTI also valued DDI’s proactive capability in developing creative marketing programs. One program allowed MTI to offer Zero % financing on new solutions offered under a three year leasing program. Furthermore, MTI has the capability to satisfy their client’s basic financing needs through a “private label financing” program.
MTI has found that DDI’s leasing programs are not only flexible and comprehensive – but also very affordable. DDI has consistently supplied MTI’s clients with more competitive rates than those offered by MTI’s equipment partners and their captive vendor leasing programs. Moreover, DDI’s revenue sharing program provides referral fees at both lease origination and during restructuring and renewals.
Value Delivered: DDI’s value to MTI and other vendor partners should not be under estimated. Beyond the ability to get difficult deals done, compliment our partner’s offering and help sell more business – DDI gets it done efficiently and professionally. Ask the MTI sales executive what they like most about DDI and they respond: “I like that I have one number to call, one stop shopping – a professional and responsive representative who manages it all.”
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