GREENLAKE CASE STUDY

Trust and relationship building cements a partnership with a global giant

As one of the major players in the North American tech market, OnX recently contacted Westcoast, as they were interested in a HPE GreenLake solution for their new business in Northern Ireland. This information originally came to GM of Financial Services, Peter Howell, who quickly brought this opportunity to the attention of BDM Donovon Henderson-Sowerby and his Account Management team.

Despite being initially unfamiliar with OnX, Westcoast now had an opportunity, thanks to the strong relationship that had been built with HPE, as a whole and as individuals. When OnX had approached HPE, with a need to find someone who could help their new UK business, Westcoast were quickly recommended.

“The handling of this project is a huge credit to everyone at Westcoast. When I needed anything from anyone here, they’ve smashed it and delivered on time, I wouldn’t have got there without that support from everyone, particularly Financial Services.”

Donovon Henderson-Sowerby

OnX’s new UK branch of its company may have been part of a much larger global service provider, but effectively it was just a shell in its current form. However, the potential it offered was clearly enormous, even if it was all just theoretical at the time.

To build trust in Westcoast, Donovon, along with Sunil Madhani, the group FD, and Steph White from the risk team, provided OnX with a £1m credit line, based on a cross-corporate guarantee from the main OnX office in the United States. This was instrumental, as it gave OnX the backing to get set up, at a level that no other distributor would have been brave enough to offer.

Alongside the credit line, Donovon and his team worked hard to build a rapport with both the UK Senior Executive, Simon Boyce and the US branch of the business, particularly Global Sales Director Trent Fraebel. Westcoast’s reputation was already relatively strong with OnX, thanks to conversations they’d had with HPE, but they were also happy to see a very different, innovative approach being taken to meetings and relationship building, something they hadn’t experienced before from other businesses.

“The handling of this project is a huge credit to everyone at Westcoast. When I needed anything from anyone here, they’ve smashed it and delivered on time, I wouldn’t have got there without that support from everyone, particularly Financial Services.”

Donovon Henderson-Sowerby

Westcoast’s GreenLake calculator

As one of the major players in the North American tech market, OnX recently contacted Westcoast, as they were interested in a HPE GreenLake solution for their new business in Northern Ireland. This information originally came to GM of Financial Services, Peter Howell, who quickly brought this opportunity to the attention of BDM Donovon Henderson-Sowerby and his Account Management team.

Despite being initially unfamiliar with OnX, Westcoast now had an opportunity, thanks to the strong relationship that had been built with HPE, as a whole and as individuals. When OnX had approached HPE, with a need to find someone who could help their new UK business, Westcoast were quickly recommended.

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