Q2 News 2019
- Cisco Partner Tool News
- Reaping the Benefits from ChannelXpert with VIP and DNA Activation
- PIT/MAT 3.0 Introduces Analyzing Approved CCW Quotes
- Coming Soon a Solution to Simplify IT Asset & Contract Management
- Netformx News
- Tips for DesignXpert and Discovery Users
- New Answers added to the FAQ for All Products
- Netformx Resources
- Simplifying the multifaceted IT sales process – a Blog
- Influencing Cisco Partner Sales Behavior – a Telecom Reseller Podcast Series
- Netformx Events
- Cisco Live San Diego – Visit us in Booth #3129
- Cisco Partner Appreciation Event – St. Petersburg, FL
Cisco Partner Tool News
Reaping the Benefits from ChannelXpert with VIP and DNA Activation
We wanted to provide a few reminders to ensure you are getting all the rewards you deserve:
- VIP32 Second payment: July 2019. Claim payment within 90 days to avoid its expiration. Partners should assign their rebate coordinators in ‘Partner Self Service’ at www.cisco.com/go/pss
- DNA Software activation Steps and Deadlines for VIP 32, 33:
Each VIP Period needs to be validated via telemetry or PoP, that were submitted for review. Go to www.cisco.com/go/ppe. Partners have until the deadline to activate the eligible software and provide the PoP → 9 months at minimum. Check out the “DNA Monitoring Report” in ChannelXpert and select the right VIP period for the potential activation DNA orders today!
- VIP32 DNA Software activation: Deadline October 26, 2019
- VIP33 DNA Software activation: Deadline April 26, 2020
- Are you meeting your booking targets? Now is the time to see if there is any low hanging fruit to ensure you meet your targets before the close of VIP 33. ChannelXpert will flag where your minimum booking targets are not being met and provide you opportunities to meet those booking targets.
PIT/MAT 3.0 Introduces Analyzing Approved CCW Quotes
With the introduction to the concept of analyzing approved CCW Quotes, users can now validate their Cisco cost discounts and, using gap analysis, identify missing potential programs and incentives for further cost reductions. Additionally, you can use the Margin Analysis Tool to calculate actual deal margin by using true Cisco cost discount. Taking the step to run what/if scenarios will give you the added bonus of comparing against potential competitor discounts.
The new Netformx Approved Quote outputs will include GDR Deals leveraging Incentives and DSA Quotes (aka Quick Quotes) using pre-defined cost discounts. The Quote UI identifies:
- CCW Approved Cost %
- Potential PIT Cost %, and
- Potential PIT Yield $
What this means is that you can compare the approved Cisco Cost to potential PIT Analyzed values. You will also be able to vary the inclusion of Promotions & Incentives and identify gap conditions. Gap conditions represent missed Promotions & Incentives. This feature currently only supports direct purchases. You can use the provided feedback to improve your team’s selection of GDR incentives.
Coming Soon a Solution to Simplify IT Asset & Contract Management
Netformx has been working on a solution for Cisco Partners to benefit from improved renewal rates through proactive, streamlined asset and contract management across the sales lifecycle. We will launch Netformx AssetXpert at Cisco Live in San Diego. We encourage you to stop by to get your personal demo which will provide visibility to assets, SmartNet contracts, and future renewals for both you and your end-customers. Not attending Cisco Live, then please reach out to your Account Manager or email@example.com to hear more.
Tips for DesignXpert and Discovery Users
Our support team have been hearing a few common questions for new and sometimes long-time users. We have created a couple of short videos to address the questions. These have been added to our website under Training and FAQ’s.
- Netformx Discovery – Steps to Find/Replace Outdated SKU’s (5:11 minutes)
- Netformx DesignXpert – Saving SKU’s and Projects as Favorites (6:57 minutes)
New Answers added to the FAQ for All Products
As announced last quarter we updated the Frequently Asked Question (FAQ) module on our website to quickly answer your questions for our full product line-up. We have recently addressed some common questions for our entire product line-up. We recommend you visit the FAQ on a regular basis as we are continuing to add more answers all of the time.
Simplifying the multifaceted IT sales process
A blog by Ittai Bareket, Netformx CEO
Solution providers are challenged by the many teams involved in designing, selling, and pricing an IT solution, such as sales, sales support, procurement, and contract renewals. The sales workflow needs to be agile and collaborative, with a responsive customer-first focus that gets accurate quotes to customers in a timely manner. CPQ-for-IT helps IT solution providers manage their sales processes.
Telecom Reseller Podcast Series – Cisco Partners – Influencing Sales Behavior Series
This is a 3-part podcast series that explores how Cisco Partners can increase the benefits they receive from Cisco incentive programs by incorporating reward management in both pre- and post-sales behavior and processes.
Post-Sales: Influencing sales behavior to ensure Cisco rewards earned are received
Cisco Partners face many challenges when navigating through and managing the many programs and incentives that Cisco generously provides. These programs reward Partners that align with Cisco’s strategic goals, such as moving to a subscription-based model. Most Partners do the extra work to capture rebate rewards, but usually only for rewards they are familiar with. And they don’t always think about how reward management can maximize profitability at various stages in the sales cycle by influencing sales decisions.
Pre-Sales: Maximizing Cisco Programs Early in the Pre-Sales Cycle
In this 2nd podcast Marshall Eisenberg, a customer success advocate at Netformx, discusses how managing the Cisco programs and incentives early in the sales cycle provides a better opportunity to maximize profitability and increase margins. He discusses while even the best can’t know it all, having clear visibility to stacking of eligible incentive programs using automation versus manual manipulation can be a game changer. Testing for “what-if” scenarios early in the sales cycle will help to determine your best sales-focused cost & price strategy. By leveraging tools that automate the process you will be able to decrease the cost you pay Cisco or distribution allowing you to maximize your cost discount potential on every deal.
Look for the final Podcast on Renewals to be released June 7 on our In the News page.
Cisco Live San Diego (June 10-13, 2019)
Netformx is excited to participate in Cisco Live in San Diego. We’ll be sharing our full product line-up that focuses on automating and optimizing the pre-sales, post-sales, and asset management processes for IT solution providers, vendors, and distributors. Stop by Booth #3129 to learn how to get the most out of your Netformx Solutions. You can get a sneak peek at other tools coming soon that can help fill in the gaps of your full sales lifecycle process. Don’t forget, we will also be launching our new solution to simplify IT Asset & Contract Management. Be one of the first to get a look!
Cisco Partner Appreciation Event, St. Petersburg, FL (June 27, 2019)
Netformx looks forward to some more personal time with Cisco Partners in St. Petersburg, FL at Cisco’s Customer Appreciation Event. We’ll have our full line-up of demos available, or if you just prefer a conversation, we can do that too. Learn about all the new tools coming out from Netformx to assist with the Pre-Sales, Post-Sale, and Renewal process!