What was intended to be a standard product presentation became an exercise in in-meeting conceptual design, as our representatives walked the client through our products and solutions. We brought a wealth of resources to our client directly, and took an approach that leads to a solution, not with a solution.
The Challenge
An international semiconductor manufacturer was looking for a partner for a massive new construction project in Texas. This new construction would be completed over a 20-year period in phases, as the facility would be of staggering size – roughly, the project’s scope would be 11 million sq feet and an estimated 25 billion dollar investment.
- As the project was in the initial phase, the client was hearing pitches from network infrastructure providers, shopping around for the best potential fit.
- Key factors included estimated lead times, product pricing, and the quality of providers’ design work.
The Solution
Leviton experts met with the client’s representatives at Leviton Live in Chicago, a customer experience center where visitors can see Leviton solutions in action, and elevated the expected product presentation into a full enterprise architecture consultation. Our experts dug deep into the company’s existing applications, addressed priority pain points, and provided a wealth of information on fiber infrastructure. Specifically, our representatives recommended loose tube and high strand count fiber cables with splice cassettes; a trend most of our larger customers were migrating to because loose tube fiber tends to be safer, cleaner, and more economical.
Our experts organized our solutions into a spreadsheet — a single, streamlined resource for everything they had talked about and more. This resource was both convenient and informative for the client’s representatives, making it easy for the client to do their own homework from a design perspective.
Our experts also broke down pricing, lead times, and provided a massive sample order.
The Impact
The client walked away from the consultation with a comprehensive knowledge of Leviton products, a foundation for the project’s network infrastructure, and a wealth of resources and samples. After our showcase of product knowledge and white glove consultation, the client informed us that we had secured the opportunity.
Products that we supplied to the client included bulk fiber and accompanying connectivity, loose tube cabling, and enclosures, among others. We intend to proceed with facilitating the first phase of the buildout, offering our trademark service and support, and to bid on future phases. We are confident that we have laid the groundwork for a fruitful long-term partnership, and look forward to potentially continuing our collaboration with our client.
Learn more about Leviton’s enterprise network solutions.