How can international distributors gain a foothold in the German market? Travion’s story shows how the Dutch company used ITscope to reach new customers, streamline processes, and build trust.
A Customer Opened the Door to Germany
About 15 years ago, Travion came to ITscope through a customer contact. A reseller who was already using the platform recommended adding Travion as a supplier. For the company from the Netherlands, this was an important step: Germany is a key market, but it’s very different from the structures at home. While many deals in the Netherlands happen directly between supplier and customer, German system integrators and resellers rely more on platforms, price comparisons, and standardized processes.
Clear goals in focus
For Travion, this meant using a new sales channel to showcase its product portfolio and strengthen its position in the German market. The aim was to increase reach, build trust, and make it easier to approach new customers—especially in a highly competitive environment with different business cultures.
Travion’s three main goals with ITscope
- Become visible
- Earn trust
- Reach new customers efficiently
More reach, new customers, different workflows
By being present on ITscope, Travion was able to achieve its goals. Today, system integrators and resellers of all sizes are among its customers—from small businesses to large enterprises with several thousand employees. “We reached so many new customers through ITscope; without the platform we wouldn’t have been able to do that,” says Hans Jonker, Sales Manager for the DACH region at Travion.
Visibility through banner ads
In addition to product listings, Travion regularly runs banner ads within the platform. The banners run every month and speak directly to the target audience. This keeps Travion visible in resellers’ daily workflows—whether on the ITscope dashboard or in the Product Portal.
ITscope as market barometer and everyday tool
Beyond acquiring new customers, Travion also uses ITscope to keep an eye on the market. Price developments and the inventory levels of other distributors are important indicators for its own purchasing. “If we see an item suddenly being offered much cheaper, it’s a sign someone wants to move it fast. Then we’re more likely to skip buying it,” Jonker explains.
As a result, ITscope has become not just an additional sales channel for Travion, but a core tool in day-to-day operations—for both sales and purchasing planning.
The bridge between both sides
Travion has connected ITscope technically to its own ERP system. Orders from resellers now arrive directly in the system—without manual steps. “We built our own solution and connected it to ITscope. For the customer, it’s a simple order—on our side it lands straight in the ERP,” explains Hans Jonker.
ITscope becomes the bridge
Jonker sums up the collaboration with a picture: “Travion stands on one side, the system integrator on the other—and ITscope connects us in the middle.” This bridge makes the exchange between both sides easier and faster. The interface is designed so new customers can be connected quickly. “The arches are in place; most of the time you just add a small connector—and traffic can move across the bridge,” says Jonker. This keeps the solution flexible without a distributor like Travion having to rebuild processes from scratch.
Travion’s Recipe for Success: Trust and Reliability
Even with automated ordering, Travion stays close to its customers. The collaboration between Travion and its customers has noticeably evolved through ITscope: standard products such as monitors, keyboards, or mice are handled via the platform, while larger projects continue to be discussed personally. “The automated part is great, but personal contact mustn’t get lost,” emphasizes Jonker.
Communication In German
On ITscope, distributor Travion already enjoys a strong reputation. Customers particularly value the fast and direct service. “You’ll get a reply from us within 30 minutes—whether by email or phone,” says Hans Jonker. For German customers, it’s also important that they can communicate in German. “We have a team of five colleagues who all speak German. No one needs to hesitate to call us.”
In Stock Means In Stock
Travion places particular emphasis on reliability. “With us, ‘in stock’ truly means available. When you order from Travion, you can be sure the listed products are actually ready to ship,” says Jonker. Unlike some competitors, there are no promises that can’t be kept. The company is also deliberately cautious about delivery times. “If the manufacturer quotes four weeks, we prefer to say six—so the customer has a realistic expectation.”
A Model for Other Distributors
Travion’s success demonstrates how important platforms are in the German market. While direct business relationships dominate in many countries, German system integrators and resellers prioritize transparency, comparability, and digital processes. ITscope provides the ideal entry point: channel visibility, automated workflows, and the ability to monitor market activity.
Be Visible Where Procurement Happens
Over 8.500 active IT resellers use ITscope daily, performing more than 100.000 product searches. A listing puts your assortment right where day-to-day purchasing happens. Product data is automatically imported, maintained, and synchronized; orders can be processed fully automatically via EDI if desired. Individual prices, stock levels, or special assortments such as B‑stock and refurbished products can also be managed easily—without additional effort.
Take the Next Step
If, like Travion, you want to enter the German market or expand your reach in the channel, ITscope offers an efficient sales channel. Our sales team will be happy to advise you personally on listing options and the right packages.
Or find out more about a listing on ITscope at www.itscope.com/listing
