05
Nov
2020

Blog

Find the Range of Margin Dollars Hidden Inside Your Estimates
Marshall Eisenberg

Netformx Sr. Customer Success Manager

Marshall Eisenberg is Senior Product Strategy Manager at Netformx, where he focuses on customer success and product marketing and strategy. Marshall has more than 30 years of practical experience. His broad background and in-depth expertise make him a valuable resource to Partners, providing guidance on how they can meet and exceed their profitability and performance targets using Netformx products.

Marshall’s insights are based on extensive experience in solving Partner and reseller challenges in the areas of data networking, manufacturing, and inventory; Cisco equipment, services, and incentive programs; and complex network design. Previously he successfully managed a $30m run-rate Cisco business for a large service provider located in the Pacific Northwest.

Marshall holds a BBA degree in Business Administration and Finance from Western Michigan University.

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Let’s face it. Competing in the networking business is hard. Time is money, and a minor time investment could result in more Cisco profits – additional dollars to use in your quote when competing against other Cisco Partners chasing the same opportunity or more money to keep for yourself.

Working with Cisco, Netformx built the Partner Incentive Tool (PIT), which analyzes CCW Estimates (BOMs) and shows you, upfront at the start of your sales cycle, how to leverage the best combination of Promotions and Incentives to cost-optimize the Cisco buy for your customer engagement. Once analyzed in the PIT, you can use the Margin Analysis Tool (MAT) to experiment with various pricing options to find the best sell price to help you close the deal.

Few Partners know this, but we built a small but powerful feature inside in the PIT & MAT workflow that allows you to see the minimum and maximum range of margin dollars hidden inside your Cisco business. It takes no more than 30-seconds to run this 12-step operation, and the results can be extraordinary.

  1. Find your Estimate
  2. Click the PIT button to start the analysis process
  3. Click the DSA Estimate type to load the BOM standard cost discounts
  4. Select the Margin Analysis Tool button on the left-side pane
  5. Enter your minimum Target Margin in the Products, Services, & Subscription categories of the upper-right Price Modifier section
  6. Click Apply
  7. Click one of the Products, Services, or Subscription Price Discount fields and click Apply to set Price Discount as a ‘constant’ (this CRITICAL STEP is missing from the video tutorial)
  8. Note the Total Margin dollars inside the top summary section
  9. Select the Partner Incentive Tool button on the left-side pane
  10. Click the Regular Estimate type of load the optimal stack of Promotions & Incentives
  11. Select the Margin Analysis Tool button on the left-side pane
  12. Note the vastly increased Total Margin dollars in the top summary section

Cisco Partners with access to the PIT can view a minute-long video covering the 12 steps under the Tutorial section. Feel free to reach out to sales@netformx.com to hear more, or get access to the video.

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