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The Business Challenge
Today's small and medium-sized VARs are facing a daunting combination of challenges:
- Short product life cycles
- Increasing market complexity
- Eroding margins
- Fast-changing prices
- Demanding customers
- Fluctuating vendor and supplier strategies
To succeed in this trying environment, it is vital for VARs to control margins,
reduce operating costs and increase customer satisfaction.
Unfortunately, for most of these resellers, selling in this environment requires
hours of searching through spreadsheets, binders and multiple supplier
or manufacturer Web sites for different pieces of information at each
stage of the sales process. Exact customer requirements must be captured,
product details collected, compliant accessories selected, product availability
checked, and pricing set according to company guidelines. Once a quote
is generated, buyers must consistently determine the most profitable source
that can deliver the selected products within the customer's time requirements.
Any breaks or delays in this cycle can mean lost deals, unprofitable transactions
and disappointed customers.
CNET Channel Solution
With CNET Channel solutions for VARs, you can:
- Automate the complete sales cycle – streamline processes associated
with product sourcing, procurement, sales, and back-office integration
- Gain control over margins – Gives the ability to compare multiple
supplier pricing and availability and to create detailed pricing rules
within customer accounts
- Increase productivity – automates quoting and procurement and
enables customer self-service, resulting in huge efficiency gains
- Grow revenues – provides the rich product information that
influences buying decisions and empowers staff to focus on high-value
activities
- Raise professional standards – provides tools to meet customer
information requests and to set uniform corporate standards across all
departments
- Increase customer satisfaction – offers centralized account
management, online storefronts and up-to-the-minute information on product
specs, pricing and availability
For small and medium-sized VARs, ChannelOnline™ maximizes sales productivity and customer service levels, while reinforcing
profitable business decisions. Find out why more than 3,000 VAR professionals rely on ChannelOnline to automate their complete sales cycle.
Larger-sized VARs rely on DataPaq™ for product information covering Tech Data's entire catalog, and use this
data to empower Web sites, populate databases and drive online sales.
Resources
Follow the links below to learn more about how CNET Channel can
help VARs meet these sales cycle challenges head-on.
Partial list of ChannelOnline and DataPaq customers.
Webinars
Online Demos
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Control Margins, Grow Revenues and Increase Customer Satisfaction with ChannelOnline™ -Find
out how ChannelOnline maximizes sales productivity and customer service levels,
while reinforcing profitable business decisions. Instead of accessing multiple
applications, websites, and documents, salespeople now have a single work
environment for all steps in the sales process: researching products, creating
quotes, sourcing, pricing, determining availability, confirming the order and
integrating it all to the back-office.
QuickTours
White Paper
- Automating the Complete Sales Cycle to Facilitate the Quote-to-Order Process:
Evaluating the ROI of ChannelOnline™
(February 2005)
To demonstrate and quantify the economic benefits associated with
ChannelOnline, CNET Channel contracted Callan Consulting, an independent
business modeling consulting firm, to develop a detailed return on investment
(ROI) model. Callan Consulting interviewed a broad range of CNET Channel
customers and gathered data from a variety of secondary sources to create the
ChannelOnline ROI model. As this white paper describes key ROI benefits, it can
be read either as a stand-alone document or in conjunction with the ROI model. Please contact us if you're interested in having a CNET Channel conduct a 1:1 ChannelOnline ROI analysis with you.
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