TeleNet Marketing Solutions combines the best of two worlds, telemarketing and Internet-based media, to sell computer hardware and software products. With a client list that boasts Sun Microsystems, Hewlett Packard and IBM-as well as Compaq Computer Corporation- the Bogart, Ga.-based firm is growing explosively. "We started the business in October 1998 figuring we'd grow to 30 telephone sales reps in nine months," says Greg Garret, president of TeleNet. "Instead we numbered 100, and now we employ 200."

A key factor in TeleNet's ability to manage that growth-plus deliver a broad range of services to its clients economically-is the DELL small factor PC. The rapidly growing firm needed a simple and economical computer for its reps that was also powerful enough to support a sophisticated marketing capability. "The DELL GX-270 system is simply terrific for our needs," says Garrett. "We plan to install more than 100 in the next few months."

A simple and economical solution

TeleNet's use of the DELL GX series  is a case of the cobbler wearing his own shoes. "Because DELL is one of our customers, we've been selling DELL systems since their introduction," says Garrett. "Then we realized - based on our own sales script - that this is exactly what we need!"

The GX series system is designed specifically for companies that are moving toward an Internet-based computing model, yet don't need a complex configuration. The devices are simple to configure and distribute to users.

Delivery exceeded Garrett's expectations. "We'd hoped to get our systems in three weeks," he says, "but it only took one and a half."

The GX-270 series DELL  is sleek, small and affordable - taking up 75 percent less space than standard desktops and weighing in at less than 11 pounds." Two of the biggest strategic challenges in our call centers is space and cost," says Garrett. "The systems are very attractive from both standpoints." It's also a great-looking computer. "Those sleek black shells create a lot of excitement among our sales people," remarks Garrett.

Supporting sophisticated Internet-based applications

Yet for all its simplicity and affordability, iPAQ systems provide the right features for the future Internet computing model. Chris Engel, information technology director for TeleNet notes, "We're able to integrate every available tool for B2B marketing with the Compaq iPAQ Desktop."

And the tools Engel refers to are quite cutting edge. For example, TeleNet reps can do real-time, online demonstrations of software that they're selling over the phone. The presentation might also include e-mailing a presentation to the prospect, or sending a hot link directing him to a Web site.

"One of our customers is Wazoo [an e-commerce site developer for small and mid-size businesses]," says Garrett. "When we're selling their software to a prospect, our reps can create a demo Web site on their iPAQ systems and upload it for the prospect to take a look at - even as they're talking on the phone. It takes only 10 minutes or so and is quite effective."

TeleNet's need to keep pace with rapidly changing Internet technology is never ending. The firm is busy building its own full e-commerce site, which will include configuration, order and payment capabilities, and distribution and fulfillment. But Engel is confident: "With the Compaq iPAQ system, we'll have a solid platform from which to do this."

Simplifying management

Compaq has provided TeleNet with much more than a comprehensive hardware solution. It has simplified management of the entire system, drawing on its widely admired engineering and services capability.

No matter how good the hardware, it is still only part of the solution. As companies like TeleNet grow, they become increasingly aware of the total lifetime cost of managing their computers, which can amount to several times initial cost. The cost of distributing software, for example, can run from $100 to $350 per machine per year, according to a study by research firm, Gartner Group. Other costs include imaging the computers, managing their use, and technical support, all of which can drain IT budgets and sap the time of IT personnel.

Compaq PC Lifecycle Solutions provides a range of services and software that cut such expenses dramatically. These include PC Custom Configuration, which installs software images and asset tags each computer; Intelligent Manageability, which removes much of the hassle of setting up, running and managing computer systems; and software tools like Compaq Insight Manager™, which allows IT personnel to diagnose and support systems remotely.

As TeleNet grows, Compaq PC Lifecycle Solutions will free TeleNet IT personnel from routine administrative tasks-allowing them to focus on vital business and strategic goals. "An important reason we went with Compaq is the overall manageability solutions they provide," says Engel. "We're still small… but the time is coming when I won't be able to be everywhere. It's comforting to know that we'll have Compaq there to support us when that time comes."

Business results:

• iPAQ Desktops provide Internet access, as well as support for routine personal productivity applications
• iPAQ Desktops are small footprint (75% less than ordinary PCs) and light weight (under 11 pounds), preserving valuable space and providing greater mobility
• IT ordering is made easier by simplifying choices
• PC Lifecycle Solutions will simplify planning, deployment and management of iPAQ Desktops as TeleNet grows

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