CASE STUDY
Vendor: FileNet
End customer: GE Aircraft Engines
Finance provider: Principal Management Corporation (predecessor firm of Active Capital Funding)
Principal in charge: Mike Wagner
Vendor: FileNet
End customer: GE Aircraft Engines
Finance provider: Principal Management Corporation (predecessor firm of Active Capital Funding)
Principal in charge: Mike Wagner
CHALLENGE GE Aircraft Engines (GEAE), the world’s foremost aircraft engine manufacturer and parts supplier, needed an enterprise-wide document imaging and WorkFlow system to manage their engineering documentation. The existing system was seven years old and desperately in need of replacement. GE had no room in the current-year capital budget (or the next three) to acquire the needed hardware and software. SOLUTION FileNet’s sales representative, Mark Mehill, was a recent graduate of FileNet Leasing's Financial Selling Skills Education (FSSE) program led by Mike Wagner and Jim Maddy. Mike and Jim were with Principal Management Corporation (now Active Capital Funding) who oversaw all of FileNet’s leasing and financing activity (see side bar). The newly acquired financial selling education that Mark received provided him with the confidence to ask about structuring a deal with GEAE using operating budget dollars. After being praised for his creative thinking by the end user, Mark got Principal Management involved in structuring a multimillion dollar operating lease that solved the GEAE budgetary constraints. RESULT A successful $6.8 million sale and a very satisfied vendor and end customer. FileNet continues to make Financial Selling Skills Education part of its successful in-house selling curriculum. |