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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 However good they are at using them, manual calculations always leave room for mathematical errors and out of date information.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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The first narrow bezel AIO Zero Client by HP

January 3, 2018

The HP t310 All-in-One G2 Zero Client.

PROD_t310AiOG2Experience the first narrow bezel AIO Zero Client by HP, powered by Teradici and designed for the way you do business. Seamless visuals, improved ergonomics and maximum data security, take work to new heights.

Enjoy an impressive visual experience and improved focus on one or more monitors with a virtually borderless 23.8-inch diagonal Full HD display. The comfort designed stand can be adjusted up or down, tilted, swiveled or rotated to support both landscape and portrait mode.

The Zero Clients’ embedded PCoIP protocol does all computation work through the datacenter. With only pixels streamed to the desktop, there’s no vulnerable local data or surface area.

Features:

● Full HD (1920×1080) IPS display with a wide-viewing angle and sharp, detail-rich colour reproduction.
● Fanless design and thermal controls.
● The high-performing Tera PCoIP desktop can deliver full frame rate 3D graphics and high-definition media even over high-latency networks.
● Keyboard and mouse included with the device.

Now available in iQuote for quoting with the following models:

AMS Smart Buy: 3CN13AT
AMS ‘A’ Model: 3CN13AA

EMEA Top Value: 3CN12AT
EMEA ‘A’ Model: 3CN12AA

iQuote is developed for HP by www.channelcentral.net

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iQuote New Feature – Competitive Selector

December 19, 2017

A new and exciting feature has just been added to iQuote for Hewlett Packard Enterprise users. It is called the Competitive Selector and is designed for iQuote users to be able to compare like for like quotes. Let’s look at an example:

A customer tells their Account Manager that they have been quoted a DELL XXXX, and asks what HPE has to offer. The Account manager can go into iQuote and open up the Competitive Selector. Using the filters such as system type, form factor and product, iQuote can run an intelligent query to browse similar HPE products. The Account Manager will then be given a list of recommended HPE systems.

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If users are looking to compare recommended products, there is an enhanced feature of the Competitive Selector called Key Selling Points. By hovering over the Key Selling Points button (visible when data is available) in Recommended HPE Systems, users will be presented with a list of the best features to aid with decision making:

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It has never been easier to find and quote the right HPE solution. Login to iQuote today and see how much more HPE business you can win by using the Competitive Selector! Launch it from the Homepage:

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iQuote is a Configure, Price, Quote tool developed for Hewlett Packard Enterprise by www.channelcentral.net

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HP’s Best Selling Performance Workstation

December 6, 2017

The Z4 workstation.

PROD_Z4G4The 4th generation comes with a high frequency processor with a multi-core count which is fully capable of handling the demands of 3D CAD and BIM software.

HP Z Workstations are the optimal platform for edge-computing environments. When you need real-time interaction, low latency and top notch security on massive data sets, cloud computing can’t compare with local Z Workstation power.

Advanced security features come standard on every Z Workstation. Rest assured data is safe with HP Sure Start, the industry’s first self-healing BIOS with intrusion detection.

The Z4 G4 is now available in iQuote for quoting with the following models:

2WU64EA, 2WU64ET, 2WU65EA, 2WU65ET, 2WU66EA, 2WU66ET, 2WU67EA, 2WU67ET, 2WU68EA, 2WU68ET, 2WU69EA, 2WU69ET, 2WU72EA, 2WU73EA, 2WU74EA, 2WU74ET, 2WU75EA, 2WU75ET

iQuote is Configure, Price, Quote Software developed for HP by www.channelcentral.net

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Extreme Power – HP Z8 G4 Workstation

November 17, 2017

PROD_Z8G4Top-of-the-line power. When you need a workstation with the capability to run the most complex simulations and process huge amounts of data, the HP Z8 doesn’t disappoint.

Edit 8K video in real-time with up to 56 cores and up to 1.5TB memory. Certified for serious software, you can deliver better work in less time.

The modern exterior provides tool-free access to a clean, modular interior. Strategically placed vents and ducts throughout the system streamline air flow for ultra-quiet performance.

Advanced security features come standard on everyZ8. Including security software like HP Client Security Suite and HP Sure Start, the industry’s first self-healing BIOS with intrusion detection.

This device is now available for quoting in iQuote with the following models:

AMS Smart Buy: 1FZ80UT, 1WU28UT

iQuote is Configure, Price, Quote Software developed for HP Inc. by www.channelcentral.net

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The latest Mobile Thin Client

November 9, 2017

PROD_mt21The stylish new HP mt21 Mobile Thin Client is fully-featured, thin, and light. It offers a rich user experience with tight security.  An ultra-slim exterior encases a stylish robust aluminium keyboard deck.

An intense rich, immersive user experience is delivered through a 14” diagonal display, with HP Audio Boost and HP Noise cancellation. Delve in with built in speakers and microphone with high-definition 720p webcam for optimal mobile collaboration.

With a single cable, it’s simple to make a quick transition to desktop productivity. Supporting docking via USB-C™, connect to multiple external displays, as well as a power source and a gigabit network connection through optional docks.

The following models are now available in iQuote:

AMS: 2NC62AA, 2XP61UT, 2XP61UA, 2NC61AA, 2UA30UT, 2UK42UA, 2UH53UA

iQuote is Configure, Price, Quote software developed for HP Inc. by www.channelcentral.net

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HP Z6 G4 Workstation

November 7, 2017

PROD_Z6G4This machine is ideal for VFX and rendering, offering a wide range of processing power and the flexibility to upgrade components over time. Users can scale up with a broad range of configurations from single or dual processors to multiple graphics cards.

The Z6 G4 Workstation lets users take on demanding workloads with high-powered processors, professional graphics and 384GB of memory and experience seamless performance during graphics-intensive work, such as visual effects and design visualization.

Identity and data are safe with security software like HP Client Security Suite and HP Sure Start, the industry’s first self-healing BIOS with intrusion detection.

The following models are available in iQuote:

AMS Smart Buy: 1WU32UT, 2WZ67UT, 2WZ66UT, 2XM73UT 

Take a look in iQuote today and configure yours.

iQuote is Configure, Price, Quote Software developed for HP Inc. by www.channelcentral.net