Problem:
Our customer needed to upgrade their accounting system, without affecting their cashflow.

Solution:
CCL arranged a Rental Exchange® agreement, which meant the customer got their software and we got paid within 10 days.

The 'pay as you go' model makes business sense for Glotel - and their customers

Glotel Accounting Systems plc is part of the Glotel Group, one of the world's leading human capital solutions providers. Based in London and Guildford, Glotel Accounting specialises in providing and implementing Microsoft Great Plains software for small and mid-sized companies. The Great Plains suite enables companies to automate many financial and operational processes, and extend information securely to employees, customers, suppliers and partners via the internet. As well as providing the software itself, Glotel offers various related services including implementation planning studies, installation, training and consultancy.

In November 2001, a consultancy called Counsellors in Public Policy came to Glotel wanting to update their accounting system. With around 20 companies within their group, they needed a simple way of consolidating several distinct accounting applications into one system - the Great Plains accounting package offered the perfect solution. The only issue was the finance. The new package cost £50,000 and the customer wasn't keen to take that amount out of their cashflow. Glotel turned to CCL to provide a Rental Exchange® agreement.

An essential business investment - with cash flow intact
Sales Director Malcolm White explains why rental made real sense."Our customer needed our software to improve the efficiency of their accounting system. Rental allowed them to enjoy the benefits, without eating into their cashflow."

CCL arranged a 3 year rental to include all the elements of the solution, such as the consultancy, planning study, training and ongoing support, as well as the software itself. Malcolm explains why they turned to CCL. "I'd worked with them previously and had always been very impressed with the way they worked and the service they delivered."

Fast-track process
Glotel took the initial order from the customer mid-November 2001. By the 1st January 2002, everything was up and running. "It all happened very quickly," explains Malcolm. "CCL was able to select the right lender, get approval and sort out the paperwork within a few days. Which meant we could get on with the planning, installation, training and configuration. We also got paid very quickly, which was good news for our cash flow too!"

The benefits of the ASP model, without the pitfalls
According to Malcolm, rental offers real advantages to businesses, particularly when compared to the ASP model. "Rental allows companies to benefit from the ASP 'pay-as-you-go' concept, but avoid some of the costs associated with renting applications from a service provider, such as paying for a telecoms connection. It also gives businesses more control as they're running their software on site."