How the distributor streamlines processes with an ITscope listing, strengthens relationships with system integrators, and why project pricing became a game changer.
As one of Germany’s leading distributors for telecommunications and IT, Herweck joined ITscope early on. Over the years, the platform has become a central element of Herweck’s digital sales strategy. Today, system integrators benefit from transparent project pricing and automated ordering processes, while Herweck gains stronger customer loyalty, less manual effort, and greater visibility in the channel.
This success story shows how Herweck, together with ITscope, took a decisive step toward a digital future and why an ITscope listing is also worthwhile for other distributors.
When the Market Goes Digital: ITscope as a Strategic Tool
Herweck got involved early. Back in 2012, the distributor listed its products on ITscope for the first time. From the beginning, the focus was on its role as a supplier, enabling system integrators and resellers to compare Herweck’s offers on the platform. Internally, employees also used ITscope to keep an eye on market prices and availability.
“You would quickly check the numbers, close the window, and move on,” recalls Sergio Gagliardi, Category Manager at Herweck.
Digital Momentum Driven by the Home Office Boom
For many years, ITscope was primarily a practical background tool for Herweck. It was helpful in day-to-day operations but not yet strategically important. That changed with the massive home office boom in 2020. Demand for headsets, notebooks, and video conferencing technology surged almost overnight.
During this phase, Herweck began to consistently digitalize its internal processes and optimize workflows.
“At that time, we really started to take digitalization seriously: optimizing processes, defining them clearly, and continuously developing them,” explains Gagliardi. Step by step, ITscope evolved from a simple price comparison tool into a key building block for efficient, digital customer relationships.
A Customer Request Sparks Greater Commitment
The turning point came at an industry trade show. A long-standing system integrator customer approached Sergio Gagliardi directly.
“Why can we see project prices directly in ITscope with other distributors, but not with you?”
That question set everything in motion. “At that moment, it was clear: we have to offer this,” says Gagliardi. He made the topic his personal mission, worked with ITscope to adjust the contract, and introduced the display of project pricing.
Individual Pricing via FTP Integration
Since then, system integrators have been actively connected to ITscope. Upon request, Herweck provides each reseller with individual FTP access credentials. These credentials are stored in the respective supplier profile so that the platform automatically imports the reseller’s customer-specific price list from Herweck.
This allows resellers to see not only market prices in ITscope, but also their individual conditions, without manual inquiries or separate price lists.
“Just through this, I’ve probably onboarded a dozen customers over the past two years,” reports Gagliardi. ITscope has thus fully evolved from a useful comparison tool into a strategic component of Herweck’s digital sales approach.
Digitalisierung, die wirkt: Messbare Vorteile für Kunden und Mitarbeiter
The display of project pricing in ITscope quickly became a competitive advantage for Herweck. System integrators can view their individual conditions directly in the platform, transparently and without detours.
“We were able to retain customers because their project prices were visible in ITscope, and we even won new projects as a result,” emphasizes Sergio Gagliardi. One example is Nösse Datentechnik, which decided to handle project business exclusively with distributors that display project prices in ITscope.
Automated Processes in the Background
The benefits are not limited to customers. Herweck employees also feel the impact. Orders placed via ITscope are now largely processed automatically via EDI into the ERP system.
“If price and availability are correct, an order runs all the way through to invoicing without anyone having to intervene manually,” explains Gagliardi. This significantly reduces workload in order processing and frees up time for consulting and customer interaction.
From iPhones to PBX Systems: What Works and What Doesn’t
Product categories that are essential for everyday IT needs and were in high demand during the home office boom benefit the most. “Headsets are our top category, and Apple iPhones also perform very well via ITscope,” says Gagliardi. More complex UC or PBX systems, on the other hand, are less suitable, as they require intensive consultation and detailed project coordination.
Digitally Close and Highly Visible to IT Resellers
With its ITscope listing, Herweck reaches more than 8,000 specialist retailers directly in their daily working environment. Resellers benefit from up-to-date products, availability, and individual pricing, while Herweck is significantly relieved through automated processes.
“Thanks to ITscope alone, we have reduced manual effort in order intake and processing,” says Sergio Gagliardi. The Gold certification underlines Herweck’s digital professionalism, while trade show appearances such as the Future Work Expo ensure additional visibility and close customer contact.
Looking Ahead
Herweck plans to further expand its digital integration with ITscope, including individual price lists, EDI integration, and automated workflows. New features such as the Supplier Portal or the Refurbished-Portal are also set to be tested. “I’m basically the best ITscope sales rep already, because I’m genuinely convinced by the solution,” Gagliardi says with a smile.
A Clear Recommendation from Herweck to System Integrators and Distributors
“We recommend ITscope especially to system integrators, for maximum market transparency and digital process handling,” says Sergio Gagliardi. The platform gives specialist retailers and resellers direct access to millions of products, up-to-date prices, and availability, while making individual project conditions visible at a glance.
“With ITscope, we have the entire market transparency in a single interface, from market prices to project prices,” Gagliardi summarizes.
Why a Listing Pays Off
For distributors, an ITscope listing offers double value. They place their portfolio directly in the daily workflow of their target audience and benefit from automated processes. Price data, availability, and individual conditions are managed centrally, and orders can optionally be transferred fully digitally into the ERP system via EDI.
Interested?
If you are a distributor considering listing your portfolio on ITscope or would like to learn more about the technical integration options, feel free to contact the ITscope team directly.
