Blog (Insight Voices) Insight Teammate Secures Six Figure Deal While on Graduate Programme
By Insight UK / 23 Apr 2020
By Insight UK / 23 Apr 2020
When Insight wins a new client, it’s a cause for celebration – but when the deal is made by a teammate on our InsightEDGE graduate program, that’s a double win for the business to celebrate.
So how did one of Insight’s rising stars clinch such a prestigious win?
Sureya Udin started her career as she means to go on. Having joined the InsightEDGE graduate training programme in 2019, Sureya had been working as an Inside Account Manager, building her portfolio of non-spend accounts. That’s when she started talking to the Global Head of McLarens.
McLarens, global loss-adjustment company, was on Sureya’s client list but had not conducted any transactions with Insight for over two years. When Sureya saw an opportunity, she grasped it with both hands.
A large proportion of the McLarens IT estate was still running on Windows 7, and the organisation had a number of aging units out in the field. The moment had come for an upgrade to Windows 10, but with offices in countries across the world and a small centralised IT team, deployment presented McLarens with a significant challenge.
Any solution would have to take account of multiple locations, languages and currencies, and McLarens needed a partner that could provide local support as well as central control.
Sureya outlines her approach: “I began by using the questioning roadmap I had learnt in training and found that the McLarens pain point was that they couldn’t find anyone with a global presence.
Sureya then delivered a PowerPoint presentation to the management team at McLarens, demonstrating Insight’s Manage and Transform strategy and vision. “I homed in on the Insight global reach and how we have a presence in different countries and work with several partners,” explains Sureya.
McLarens could see that Insight was the only partner that could offer full coverage, with all the services it needed along with expert project management.
Following further discussions involving Sureya and her colleagues, the Insight team recommended a roll-out of Dell laptops and desktops across the McLarens sites, along with a migration to Windows 10.
The project started with a successful proof of concept in the UK, and Sureya took a central role in the implementation: “I worked on the Hong Kong location in Quarter 4 of 2019, which was a success. It was the first global location where we carried out the work McLarens needed,” says Sureya.
“We have also rolled out a number of devices in the UK and we are in the process of scheduling more engineers in for the Windows 10 deployment globally.”
One of the key factors in the McLarens win was the fact that Insight could provide a single point of contact to manage the entire project, and that contact is Sureya. Her role is to liaise with all of the countries involved and to relay information back to McLarens.
Sureya’s project management skills are growing by the day, and she is gaining valuable experience which will serve her well both now and in the future.
“I have gained business knowledge about processes,” says Sureya. “And I have learnt to communicate with different stakeholders around the world. Time management and flexibility are also important skills. I sometimes have to jump on calls at 10 or 11 at night when talking to Australia for example. Being able to manage my time allows me to communicate with everyone effectively.”
James Hewitt, Client Director, agrees that Sureya is making great strides in her career with Insight: “Sureya helped Insight secure a major new business deal of around £600K in product and service revenue. She is now effectively managing a complex, global project which is likely to result in further work over the next two years. We are very proud of Sureya’s achievements, and exceptionally glad to have her on board.”
Sureya has already been promoted to Business Partner Manager at Insight. Her nomination for Rising Star at this year’s CRN Women in Channel Awards is further confirmation of the extent of her accomplishments in the short time she has been with the company.
Find out more about what the InsightEDGE teammates have been up to this year by clicking here. We’ll also keep you posted on more new business wins as they come in.