Archive for the ‘CPQ’ Category

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Auto-Add: Friend or Foe

October 4, 2018

A common technique in Configure Price Quote systems is to automatically add something to the Shopping Cart once a ‘parent system’ is loaded by the user. Unless the Manufacturer mandates the addition it can easily be removed or displaced. Question is: if the software, hardware or service is not mandatory why add it in the first place? Common answers:

1. It’s recommended by the Manufacturer or Channel Partner.
2. You’re probably going to add it anyway.
3. People are forgetful.

The real answer though is: it delivers significant improvement in ‘pitch rate’ and this ultimately leads to an improvement in ‘attach rate’. Pitch being what is quoted, Attach being what is sold. channelcentral has seen up to 100% increases in pitch rates with Auto Add. Yes it’s a blunt instrument but hey.

Friend or foe? It’s about making the recommendations relevant and appropriate. If you are trying to attach a $2,000 service to a $500 System Unit it will most likely end in ‘serial deselection’ by users and a few complaints to boot. If you are adding several items to the Shopping Cart the user will be confused and abandon.

Get it right and you’ll see numbers improve, get it wrong and utilization could suffer. Better still analyse deselections and what products are commonly used to displace the auto-add. Continuous improvement. Make it easy to remove but make it as easy to add an alternative product (use Top Recommended Options or Product Sub-Filters to help the user).

Auto-add: friend if done right, foe if not.

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SEVEN Dysfunctional User Experiences Buying Services Online

September 25, 2018

If you’re selling services as an attach to IT products, you need to make it as easy as possible. Users will have searched, researched and selected a product, but without a service the user may be reliant on basic warranty that rarely matches the need or product lifecycle.

So when you’re purchasing that product it’s absolutely essential that attaching a service, potentially from a large list of services, is obvious, easy, intuitive, appropriate. It’s a shame that’s rarely the case and here are the main eCommerce blunders that users often experience:

1. Duo: a site is so poorly structured or has terrible data management that you have to buy the product, then circle back to find a service (often from a different web site), buy it as a separate journey, often to the same basket. And if you get it wrong…

2. Mashup: when looking for a service you have to trawl through all of the hardware accessories and software add-ons to find services.

3. Bookworm: there are so many services offered that you are reading dozens of part descriptions trying to decode them and select the best one for your budget.

4. TLA: product descriptions that use so many proprietary acronyms that part of your buying experience is Googling acronyms.

5. Shapeless: random parts in random order with no element of what the Manufacturer or Retailer would recommend.

6. Tumbleweed: literally nothing compatible is shown at all.

7. Cat Food: sites that use “Big Data” often offer items as complementary that are totally irrelevant. Cat food with your Laptop?

CPQ Applications or CPQ Data Services can fix this. Compatibility, recommendations, plain English filters, acronym ‘expanders’, consistent descriptions even through to Device as a Service plans. No more Cat Food.

Attaching services to products is a huge market opportunity for Manufacturers and Channel Partners. Very simple actions can drive major advances in user experience and ultimately Sales.

Click here for channelcentral CPQ Services

Click here for channelcentral boost! Data Services

 

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HP Market Pro goes Worldwide

July 2, 2018

channelcentral.net is pleased to introduce HP Market Pro! HP Market Pro is the new Channel quotation tool for HP. Worldwide Distributors and Resellers of HP products are able to benefit from using HP Market Pro to create quotes and in turn work more efficiently, quote more accurately, increase deal sizes and operate a Device as a Service (DaaS) business model.

HP Market Pro has been developed from the ground-up to be closely aligned with the HP product set and give Channel users the ultimate opportunity to grow their HP business with ease.

Some of the key benefits are:

  • Intuitive, simple user interface for Channel Partners and End Users
  • Multi-Language user interface
  • Reduce quote turnaround time – get quotes instantly
  • View recent quote activity with price change alerts on the homepage
  • Automatic validation checks to ensure quote accuracy
  • Step-by-step guided user journey maximizes ease of use
  • Real-time price availability
  • Built for use with DaaS to assist with buying and selling technology.

This fantastic new tool has replaced the iQuote Configure, Price, Quote service for HP Inc. users. Current users of the iQuote tool moved over to HP Market Pro throughout June and feedback so far is really positive. Users are able to use the tool without any prior training and start maximizing their HP business opportunities.

HP Market Pro is available to all authorised resellers of HP products. If you want to benefit from this fantastic new tool, then contact channelcentral.net and we’ll talk you through the requirements and get you set-up and growing your HP Business in no time.

Watch the product video to see HP Market Pro in action and for more information visit www.channelcentral.net/hpmarketpro

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HPE Delegates given a boost in Vegas!

June 26, 2018

Representatives from the Global IT Channel gathered in Las Vegas last week for the HPE Discover and Global Partner Summit events. As always it was an incredibly busy week as the industry’s elite networked and strategized!

channelcentral, a regular sponsor of the event and developers of the iQuote Configure, Price, Quote Software used by Distribution Worldwide, had something new to show this year. As delegates made their way through the transformation zone they were presented with an absolute game-changing service for their industry. The service is called boost! and attendees of this year’s event were fortunate to be amongst the very first to have a preview.

boost! is a Data Service that drives attach sales and shapes customer demand to improve your customers’ eCommerce experience. Imagine a typical webstore where you’re offered an additional product that has nothing to do with what you’re ordering, or even if it does, how do you know it is compatible? Then imagine a webstore with boost! offered as a Web Service and a pre-selected set of compatible options that are known to work together with the pre-installed features of the base product, across multiple categories. Enabling faster, high-confidence decision-making for technical products.

It’s more exciting than it perhaps sounds. boost! is fixing a known weakness in eCommerce that organizations have been unable to resolve. Using artificial intelligence, boost! will transform the way your customers’ can buy technical products from you, freeing up your pre-sales team to hunt down those big deals!

The feedback from delegates at HPE Discover and Global Partner Summit was unbelievable. Every delegate that was fortunate enough to have a demonstration wanted it in their webstore. Rack Simply, are a Partner based in the US, and are the first in the World to have boost! live in their webstore. Here’s what they had to say:

“boost! drastically improved the customer experience for Rack Simply. Before boost!, users were lost in endless accessory options that converted poorly. boost! and the team at channelcentral only recommend the most popular and likely attach options that transitioned Rack Simply from a website, to a seamless configure-price-quote experience.” Dan Mitchell, President, Rack Simply

channelcentral has spotted a gap in the online buying process of technical products: “It is essential that online stores do everything possible to keep customers captive on their own site during the complete buying process. Sites that use boost! can eliminate a common problem associated with selling more complex IT products; the temptation to click away to check compatibility and capacity. Instead, customers can select from options with confidence and visualize slot and bay usage.”
Greg Starks, CSO, channelcentral.net

After feedback at the events last week, channelcentral is excited to get to work on transforming the eCommerce sites of everyone it spoke to. For those that missed out and are wanting to learn more about what boost! can do for your eCommerce sales, please get in touch.

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Signs you need to improve the way you quote customers

January 26, 2018

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For some, if you’re sending out quotes and hitting your targets, that may be enough, but often with our customers, we can find at least one area to improve.

 

 

We have some key questions that we ask to help us find out:

How long are your quotes taking to get out of the door?
If quotes can be made quickly they are more likely to result in sales success. If you’re finding, due to complexity, that your quotations have multiple touch points internally (or even throughout your supply chain), it can cause delays. Or perhaps you’re so busy, your teams’ just haven’t got time to respond to leads efficiently. It might be time to assess how you can shorten the cycle and improve quote conversion rates by 30%*.

Are your sales teams discounting too much?
In anticipation of winning a deal it is quite common to offer large discounts and these are not always feasible or financially viable for the business.  It can be difficult to manage even if staff are told not to go below a threshold. Looking at ways to manage discounting and grow attach rates will help protect profit margins. You could increase monthly quotation values by as much as 40%*!

How are your quotes calculated?
So many people are still using good old-fashioned spreadsheets! However good they are at using them, manual calculations always leave room for mathematical errors and out of date information. Sales Teams should be quoting with real-time information. Moving away from spreadsheets will not only speed up the quotation process but will decrease the chances of human error.

Do you require product specialists or solution architects to help your sales teams quote?
When specialist staff are required to support the sales team this not only increases your overheads but delays your quotation cycle. If you’re selling complex products it is impossible to expect your sales team to know the technicalities and compatibility of what might be thousands of products, but there is a more efficient way of supporting them.  You could reduce workload by as much as 50%*.

Is your customer service team spending too much time rectifying orders and managing returns? What if they could be using that time offering courtesy calls and managing customer satisfaction instead? If quotations are accurate and 100% validated every time, not only does it speed up the sales cycle but it can reduce the number of enquiries/complaints and reduce the impact of managing costly returns by 4.9%*!

Are customers waiting too long for delivery?
This might be because they are accepting quotations for products that are out of stock. If stock was transparent then an alternative solution could be found and delivery made quickly.

Is your customer base growing more quickly than your sales team?
Not a bad problem to have, but you will lose business if you can’t respond to all your leads. Harder still, when those leads are coming in from other countries with language and currency barriers. What if you could remove these barriers to entry and operate in any market where there is business?

After this quick assessment, there is a strong chance that at least one of these areas for improvement is an on-going issue in your business. So rather than just carrying on doing things the way they have always been done, let’s try and fix it.

Configure, Price, Quote (CPQ) Software is designed to:

•    Reduce sales cycles
•    Protect profit margins
•    Ensure accuracy with built-in validation
•    Be your product expert
•    Provide real-time information including stock and pricing
•    Operate in multiple languages and currencies

And much more beyond!

CPQ Software can be offered as standalone or integrated within webstores either as a plug-in or a single web service call, enabling customers to self-serve and manage their own complex quotations.

If you think it is time to improve the way you quote your customers then get in touch, for an informal discussion or download our whitepaper on Increasing Revenue and Reducing Workload to learn more.

*Source Data: HP and Westcoast Case Study “Westcoast empowers resellers with quotation tool”

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Introducing our new Red Hat Product Selector

August 31, 2017

We are excited to announce the launch of a new Red Hat Product Selector. We have been working with Red Hat to develop a solution that guides customers through a selection of filters to assist them in their buying journey.

Initially, the Product Selector is only available for use inside our Hewlett Packard Enterprise (HPE) iQuote Configure, Price, Quote software but in time, it could be available elsewhere.

The Red Hat Product Selector has made it easier than ever to build a 100% validated quotation.

Simply login to iQuote as normal, select your base HPE unit and once you are through to the configuration screen, select ‘Software’ and ‘Red Hat’ and you will be presented with a selection of filters to choose from. Once you have chosen your requirements, our intelligent Product Selector will recommend which Red Hat products are compatible to build you a complete HPE Server solution.

Visit iQuote today and have a look at this brilliant new feature:

Red Hat Product Selector

iQuote is Configure, Price, Quote software developed for HPE by channelcentral.net

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Celebrating a Decade in the Channel

August 29, 2017

August 2017 marks 10 years of channelcentral being in business. We are incredibly excited to be celebrating. It has taken a lot of hard work to get to where we are today, made slightly harder by the Global Recession that coincided with our launch!

In August 2007 channelcentral started as a team of just 4 people working out of a spare rooms. A year later, our flagship product, iQuote, was born. Today, iQuote is used around the world in over 60 countries by Hewlett Packard Enterprise and HP Inc. customers. This configure, price, quote (CPQ) software has helped grow their businesses and provide efficiencies within sales teams in hundreds of Distributors and Resellers.

Off the back of iQuote’s success, channelcentral has been able to develop new CPQ Software services, Product Selectors, B2B Sales Portals, and Smartphone Apps as well as many custom built developments to assist the IT Channel. Our Software has been shortlisted for a few awards along the way too!

Today, channelcentral has 2 UK offices and a presence in the US and Colombia to support it’s ever growing business. With 29 members of staff, many of which have come from the IT Channel and are experts in their field, channelcentral is looking forward to the next 10 years and developing many more software solutions for IT Vendors, Distributors and Resellers.

At our Company Meeting held in August 2017 we reflected on the last 10 years and enjoyed an obligatory cake. A huge Thank You to all of our customers for helping us get this far. We wish we could have saved you some cake!

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