The Challenge
Components:
Client Background:
A leader in fluid management, the Client offers specialized services and equipment for dewatering, water treatment, sewer bypass, pipeline integrity, and more.
Initial Situation:
A long-time client of VirsaTel, the Client has learned that the telecom world treats new customers as priority over existing, especially when it comes to pricing. In 2019, this Client came to VirsaTel to review their Verizon Mobility account, and found that it made huge financial sense to switch to AT&T. Then, in 2021, we reviewed again – only to find that the best financial move was to migrate back to Verizon.
As of late 2023, they held 154 mobility lines with Verizon, at an average cost per line of $58.97 each – quite high for mobile services in 2023. Having already worked with this Client multiple times over the years, VirsaTel proactively reached out to offer an account review and comparison to other carriers.
Objectives:
As the last device refresh had been done in 2021, this Client found themselves working with outdated equipment, specifically iPhone 12s. They tasked VirsaTel with finding a solution from a carrier that allowed them to refresh to the latest and greatest iPhone 15s, while also lowering their monthly mobility spend – in whatever means necessary.
Constraints:
Since VirsaTel proactively reached out to this Client, a device refresh project was not currently on their minds. This meant very little time was available on their end to deploy any new devices, let alone review custom contracts.
Even though their iPhone 12s were outdated, many still were attached to an installment plan with Verizon. Not only did we have to find a way to replace equipment for little to no cost and lower monthly spend, but we also had to find a way to offset approximately $25,000 in device payoffs.
Our Solution
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Assessment:
Inventory reports and billing history were pulled from the Client’s Verizon mobility account, allowing us a full insight into the accounts. These reports show average spend, current rate plans, and even average usage – which helps identify unnecessary lines.
Strategy Development:
Our review concluded that this Client was paying nearly $60/line, which included outdated unlimited plans and the cost of their current iPhones. With the history of “bouncing” this client between carriers every few years to take advantage of best pricing, VirsaTel reached out to AT&T and T-Mobile finance with limited information, and an ask for them to provide their best and final pricing immediately.
Working with AT&T, we were able to create a custom unlimited plan, heavily discounted device pricing, and multiple credits to acquire their business. This heavily slashed their per line charges to an estimated $32/line monthly – a huge win for this Client.
However, we still had to find a way to offset the $25,000 in current device payoffs. Luckily, we have our own device buyback program, which allowed us to take back all the old equipment and provide a direct check for their values. As a final piece, we were able to provide cases and screen protectors at no cost to the Client for their new iPhones.
Implementation:
Once ready to implement, we finalized the custom agreement with AT&T and presented to the customer for signature. Once signed, we were able to create the accounts and ensure we were ready to order.
Working directly with the Client, we cleaned up existing inventory reports to identify lines that were no longer needed, in need of user name updates, needed a separate shipping address, etc. Once this was completed, we were able to order the new equipment.
Collaboration:
With our VirsaTel Mobility Management platform fully integrated, we were able to provide a direct template and timeline for activating the new equipment, with staff on standby to review/fix any issues.
We worked with the client to ensure all activations flowed smoothly, and ensured all “extra” Verizon lines were properly cancelled.
Adjustments:
None
The Results
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Outcomes:
With VirsaTel Mobility Management services, we were able to cut our client’s all-in average per-unit charges from nearly $60 to around $32 each– a 59% monthly savings with an all in estimated yearly cost savings of over $64,000.
Sustainability:
The Client was able to refresh all their equipment to the latest and greatest, drastically lower their spend, all while gaining a partner in VirsaTel to oversee these accounts moving forward and always ensure the Client is receiving the best pricing and services.
Next Steps:
As part of our VirsaTel Mobility Management, we will meet with the Client quarterly (at minimum) to ensure all quoted items are still in place, maintained, and any additional needs are addressed.