Archive for the ‘configurator’ Category

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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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Easy Connect is now in iQuote!

February 3, 2017

We are pleased to announce the introduction of Easy Connect BTO (ProLiant EC200a) products to iQuote, extending the portfolio of products on offer.

EasyConnectAn Easy Connect configurator has been specifically designed and developed into iQuote to assist users in navigating the complex product rules.   Users of iQuote are now able to configure Easy Connect products through a simple step by step wizard to ensure an accurate configuration every time.

Once you have selected your Easy Connect SKU, users are prompted to start the wizard:

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After starting the wizard, users are asked a series of questions to select from such as:

  • Model
  • Storage and Accessories
  • Operating System
  • Additional Services
  • Hardware and Support

On response to all of the questions, users are given the option to ‘Update Basket’ as shown below:

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Easy Connect will then form part of your quotation and users can be assured of a fully validated configuration. We hope that you will enjoy using the new Easy Connect configurator and that it gives you the confidence to quote this great new addition to the iQuote product portfolio!

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See the All New iCreate Software for Westcoast!

January 30, 2017

iCreateWe are delighted to announce the latest release of our iCreate Configure, Price, Quote (CPQ) Software for Westcoast Distribution. The Software is now bigger and better than ever. It has never been easier for Resellers to sell the entire HP PC range to their customers’ exact requirements.

Here are just a few of the reasons Resellers should be using iCreate from Westcoast Distribution:

  • Configure the HP Workstation range
  • Configure the NEW HP Premium range
  • Configure by graphics card
  • Export validated quotes to Excel for upload directly into HP’s bid system
  • Save and name popular configurations for future use
  • Full slot configuration and accessory selection
  • Maximise your margin opportunity

And best of all…it is simple and easy to navigate!

Use the Westcoast iCreate tool today for all your HP business. Visit Westcoast iCreate.

iCreate is developed exclusively for Westcoast Distribution by channelcentral.net. channelcentral specialise in quotation software to enable the IT Channel Worldwide.

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You want to show stock in your Configurator. That must be easy right?

October 24, 2016

shutterstock_17837185For ex-stock sales showing stock (inventory) in a Configure, Price, Quote (CPQ) tool offers a better chance of a “right first time” quotation. In Sales, how often has a solution been created but has to be re-worked and re-worked at great expense because it can’t be shipped in time?

Customer expectations are high and in some geographies same or next day deliveries are considered normal. One of the reasons factory configuration (aka configure to order) business models that were popular at the start of the millennium in the IT Channel are not as common anymore.

Surfacing stock should be easy. With our experience we know it’s not as easy as you’d think.

CPQ: a separate system
It’s very rare for an ERP system to be able to offer CPQ capabilities that exactly match the business or technical complexity. So stock has to be “fed” to the CPQ system. Today that almost certainly means a web service as even hourly text files can be out of date. A business turning over stock every two weeks in volume or value terms is shipping a lot of products per hour and it only takes 1 part from 10 to be sold to invalidate a configuration.

Web services are real-time and with the best programming techniques stock figures can cascade in once a page has loaded, to improve performance and handle complex configurations that have hundreds or even thousands of parts.

Pulling stock through in tandem with price makes sense so this is often a single process.

Stock is Stock
Well surprisingly not. At any stage a Manufacturer or Distributor may have orders placed on their suppliers so there’s what is in stock, plus what is on order. Then add in expected due dates so the user can accurately forecast when a configuration can be shipped. Sometimes products in constraint have “back orders” or “forward due date orders”. So the due quantity isn’t the amount on order it’s the amount after back/forward orders.

Imagine losing a sales opportunity today for 50 units when you have 5000 units arriving in the warehouse tomorrow.

Bundles
The concept of bundles is usually associated with promotional discounts so buy these 5 products together and get a better price. In addition, bundles also exist where “large deal” price lists are in place where all products must be ordered from one supplier on a single invoice. It doesn’t stop there though: for large geographies stock exists in multiple warehouses so to build a configuration, all the items have to be in the same location otherwise the shipping is a) more expensive b) slower. Lastly, some countries have complex tax laws and to pay the “correct” tax, products have to ship from specific locations.

Virtual Stock & Electronic Licenses
If you are a Reseller that carries some stock but can buy from multiple sources, you have the advantage of being able to show “aggregate” stock numbers but be careful not to fall foul to the Bundle rules that may be in play. Also some products are ALWAYS in stock as they are basically licenses or services delivered via an email. So your user interface needs to make it clear that they are ALWAYS available not ALWAYS out of stock.

Visual Aids
New word for the dictionary: shippability. Show products in the basket that can ship now in green and those that can’t in red. OK that makes sense. Especially if the “electronically” delivered parts are also green. The user can instantly see the entire configuration is shippable. You will also want your CPQ tool to update shippabillity in a quote that was created 2 weeks ago. If a product can’t be stock refreshed warn the user.

Still think showing stock is easy? Well it’s not impossible. All of channelcentral’s CPQ tools cope well with ALL of the complexities laid out here. If you are having issues managing stock for your Channel contact us to hear about the different CPQ tools that we can offer.