Problem: a customer wanted to deploy our solution quickly but getting capital approval would take months

Solution: using CCL's Rental Exchange® agreement, they avoided the approval process, implemented our solution and saw a return - all within 30 days

Vecta has closed over £10 million of sales with CCL
Vecta Software Corporation PLC is the leading company in Sales Information Software. Their software enables widely distributed sales teams to quickly access crucial customer information, which helps them to boost existing sales, build customer relationships and increase profitability. Vecta now has over 5500 customers across the UK covering a wide range of market sectors including the office products, automotive, building, electrical, medical and general manufacturing industries.

A rental-only company
Since Vecta was established in 1996, it has offered its products on a rental-only basis. Managing Director Kevin McGirl explains why the company chose to go down the rental route and why it's now such a fundamental part of their product offering. "Our solution was unique and a new concept for most companies. So many customers simply didn't have a budget for it," explains Kevin. "Firstly we had to educate them about the benefits of our product, and secondly we had to make our products easy to buy. That's what rental is all about."

We make it easier for customers to benefit from our products...
According to Kevin, rental offers real benefits to their customers: "We'd worked with the UK's largest office products distributor, Corporate Express, for over three years, when they merged and doubled in size. Evidently, they needed to maintain their cash reserves, but still wanted to benefit from our software. Using CCL's Rental Exchange® mechanism, we were able to roll out our solution over the whole organisation, using the same rental structure - so the customer continued to pay the same monthly amount for double the number of users."

...and we enjoy bigger sales
"In many instances, the fact we sell our products on a rental basis also allows us to make larger sales," adds Kevin. "For example, one of our customers was keen to invest in our software but didn't want to make such a large capital investment up front. They considered running a pilot and just implementing the solution across one department. But using a Rental Exchange® agreement, we were able to quickly show them the potential ROI, roll out Vecta across the entire company, and make a £400,000 sale."

Kevin adds: "Thanks to our partnership with CCL, we've closed over £10 million worth of business in the last five years. We think rental is the only intelligent way to sell our business."

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