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The global ICT sector is not immune from the contagion of an immediate economic downturn and reduced demand for non-essential goods and services. In China alone, the resulting macroeconomic disruption from an unprecedented population and business lockdown is expected to result in losses of about 10% for the country’s ICT market.

Yet the ICT sector is at the forefront of providing critical solutions to help mitigate the economic and social fallout of the present crisis. To derive any benefit from resulting opportunities, channel businesses need to manage their costs and put their resources to work in ways that matter most.

ICT Channel businesses need to identify meaningful ways of reducing non-value adding operational costs. 

Reduce operating costs through sales automation:

Problem:

In spite of today’s highly automated digital world of work, many businesses in the ICT channel hold onto manual ways of working. Because of this staff struggle to access quotes, invoices, requests or supplier negotiations linked to an end-customer.

The problem doesn’t end there. In today’s ICT world where cloud, perpetual licensing, hardware, software, subscription licensing, MSP are all part of the mix. From a customer experience point of view, what becomes evident is that very few large enterprises provide their customers with a single point of access to a central information point across these programs.

Solution:

Simply put, the more digital the customer journey, the higher the customer satisfaction. In fact, McKinsey & Co. have found that a fully digitized customer experience can increase customer satisfaction by as much as 33%, whilst lowering operating costs between 25 -35%.

Sales automation optimises your business by digitally enabling your processes to be faster and more accurate. The three main components of the sales process (quoting, invoicing and payments) need to take full advantage of the speed, accuracy and visibility offered through digital workflows.

…the platform automatically allocates volume discounts and considers vendor discounting.

In a digitized environment, the entire sales process is centrally managed – from customer request to asset management.

When your customers request a new product, your sales team has convenient access to their request and can access the customer’s unique marketplace of products with automatically populated product information. This helps to ensure that your staff are knowledgeable about the customer request.

The sales professional can quickly and accurately add products to their customer’s quote, whilst the platform automatically allocates volume discounts and considers vendor discounting. Once complete, the customer is notified. They receive the quote in their customer platform, where they can deny, approve or request a change.

Once payment is completed, the item is added directly into your customer’s asset register

Once approved and accompanied by a purchase order, an order can be placed with your supplier. The customer then receives their order and can update provisioning or delivery details all of which is centrally accessible.

After the hardware, subscription or license has been delivered and the GRV process completed, an invoice is raised. The customer can select to settle with standard payment terms, or they can pay the amount directly in the platform through a payment gateway. Once payment is completed, the item is added directly into your customer’s asset register and allocated to a user, making sure they are rationalising their assets in real-time.

About ChannelCenter:

ChannelCenter helps enterprise resellers digitize their channel operations by offering them an automated, cloud-based channel solution that allows their customers to seamlessly interact and transact through a single platform.

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