The Challenge
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Client Background:
Utilizing their dedicated team of consultants, the Client provides a world leading range of staffing solutions in the engineering segment and ensures its’ clients retain the top talent in the industry.
Initial Situation:
The Client found themselves strapped to outdated cellular equipment and overpriced rate plans. They were using iPhone 12 series devices in 2024 – a device that was nearly 4 years old. On top of that, multiple carriers had reached out to bid on their services, which showed the Client that their current rate plans were not competitive in today’s environment.
Objectives:
Working with VirsaTel’s team of solution experts, the Client provided a checklist of tasks they would like to accomplish on this project including but not limited to replacing 220 iPhone 12s out in the field with iPhone 15s – doing so for little to no cost – as well as lowering their average mobility spend substantially.
Constraints:
On top of carrier contractual hurdles for current devices, the Client also had a timeline restriction to finish this project in Spring 2024. The Client provided us with snippets of pricing they had received out in the marketplace, which gave us a general baseline to compete with when quoting solutions, allowing us to immediately eliminate certain industry options. Lastly, the Client did not have a full team in house to help quickly deploy 220 new devices.
Our Solution
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Assessment:
VirsaTel pulled reporting for the Client’s existing mobility accounts across all carriers to gain an in-depth analysis into all current plans, pricing, contract dates, etc. These reports also help uncover unused/unnecessary charges, add-ons, zero usage lines, and more.
Strategy Development:
Once VirsaTel reviewed current Client inventories, we were able to obtain an average per unit monthly recurring charge around $70/mo. This cost included the cost-of-service plans, device installment charges, any misc. add-ons, taxes, etc. We also uncovered that most of the existing iPhone 12s were in contract, which meant a hefty payoff would be owed to refresh these devices in the timeline given.
Our team decided on a plan to reach out to the three big carriers (AT&T, Verizon, T-Mobile) and enter “war-room” negotiations with carrier finance to fight for the best pricing available to either retain or acquire this client. We received multiple competitive quotes from the carriers that provided better per unit pricing than the Client had today, but we felt it was not good enough. We pressured the carriers to give their best and final pricing, and ultimately found a quote worth sharing with the customer.
With carrier specific pricing now established, we still had the large device payoff fee of the iPhone 12s to worry about. Using our device buyback program, we were able to find an offer to buy back the existing iPhone 12s for a hefty sum, offsetting the cost of pay-offs. As a final attempt to win this business, VirsaTel offered to provide free cases and screen protectors for the new iPhone 15 devices being deployed.
Implementation:
Once ready to implement, VirsaTel worked with the Client’s chosen carrier’s finance department to generate a custom agreement that included discounted unlimited rate plans, custom equipment pricing, upgrade and activation credits, waived upgrade fees, and much more. With this custom agreement established and signed, we were ready to ensure all lines on the accounts were ready to order the new iPhone 15s.
Once the new devices were ordered, VirsaTel’s team scheduled an in-office day, traveling to the Client’s location in Houston, TX, to assist with the deployment project to kit the devices with the new accessories and ensure all devices were activated and properly working. We also were able to help collect the old devices, streamlining the buyback process.
Collaboration:
While implementing devices, we uncovered a bulk set of devices that were unlabeled or mislabeled – which meant not knowing the end user. Our team sat down and started placing over 50 calls to the Client’s users, to identify correct usernames and meet with those users to deploy their new devices.
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 $70 to under $40 each – a 43% monthly savings with an all in estimated yearly cost savings of over $70,000.
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.