Cox Communications Increase Multi Product Jboss Subscriptions
753 Words Jul 7th, 2015 4 Pages
** Note: This is an internal only win story. The customer name ‘Cox Communications’ should not be referenced externally. **
Time and again, we have been told about actively engaging with customers by understanding their business needs and providing them with relevant and appropriate products and services. Certainly it is not as simple as it always sounds! How do you build trusted partnerships with your customers? How do you keep them engaged? How do you deliver a unique, differentiated experience? Here’s a story that successfully displays a targeted and thoughtful approach to engaging with customers:
In early 2014, Cox Communications (also mentioned as ‘Cox’ in this article), the third largest cable and broadband company in the United States, was just a RHEL and JBoss EAP customer for Red Hat. They had invested about 1 million USD in JBoss EAP and weren’t familiar with any other middleware products offered by Red Hat. Today, along with EAP, Cox’s investment in JBoss includes Fuse, A-MQ, BPM, and BRMS. The account has grown by 300% to 4 million USD in one year through JBoss product purchases and renewals. The account team achieved all this success through taking a proactive stance and implementing forward-looking measures to effectively engage with the customer!
After selling JBoss EAP to Cox, our sales team started to explore the possibility of cross-selling other middleware products. They…