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How can CPQ applications best drive eCommerce and sales enablement for the IT Channel?

June 25, 2020

A Configure Price Quote (CPQ) vendor with a vertical market focus, can understand quickly and precisely what you need. channelcentral operates exclusively in the heart of the IT Channel.

Good CPQ should improve the customer experience (CX) while lowering the cost of sales. Your sales staff and customers need to quote quickly, accurately, with compatible options and your latest prices. Forrester reveals that the reduced sales rep time on admin and lower-value tasks accounts for 65% of the total revenue benefit resulting from sales enablement modernization.1 Free up your staff to build more meaningful customer relationships and work on higher-value deals.

CPQ can improve customer engagement and the experience sellers create with buyers. Linking your webstore to your CPQ application gives your customers a seamless and more meaningful buying experience.

CPQ applications can leverage inventory and influence demand shaping. Optimizing configurations for in-stock products, using top-recommended options, auto-add, finders and product associations.

CPQ can create measurability – where there is an expectation of meeting or exceeding sales targets. Our CPQ applications easily accommodate sales promotions and SPIFs to incentivize sales.

Enable customers to self-serve and access anywhere.  More than ever B2B buyers are expecting to self-serve.  Infact, 67% of buyers prefer to avoid interacting with sales as a primary source of information.Our CPQ applications can be used from wherever a user is working from.

When a customer needs to have contact with sales, provide your sellers with technology, content, and insights that make them relevant and effective in front of buyers. 84% of buyers want sales staff to understand their industries, business and products.3

Technology should be designed around sales processes. Let our IT Channel CPQ drive your sales and eCommerce.

1 Forrester’s Q2 2019 Global Sales Enablement ROI Survey. See the Forrester report “Building The Business Case For A Modern Sales Enablement Toolset”, November 6, 2019

2 “Now Tech: Sales Enablement Automation, Q2 2020, Forrester Research, Inc.

3 Forrester Consulting’s Q3 2019 Global Marketing Content Credibility Study. See the Forrester report “Credible Empathetic Content Wins Over Elusive B2B Buyers”, April 30, 2020

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