Netformx Partner Incentive Tool

Partner Incentive Tool

The difficulty of managing Cisco promotions

IT solution providers are challenged daily by the complexity of Cisco incentive programs for channel partners. The programs are numerous and constantly changing, so promotions that are available today may be gone tomorrow. Even with hours of research “you don’t know what you don’t know.” As a result, partners often just take simple DSA cost discounts and miss other substantial opportunities to increase profit.

Automatically analyze all available promotions

Netformx and Cisco worked closely to create the Netformx Partner Incentive Tool (PIT) to help sales teams maximize profitability by leveraging promotions that align with Cisco’s strategy. This tool enables your sales team to instantly analyze and visualize all available promotions, incentives, and other profit rewards that apply to a Cisco Commerce Workspace (CCW) Estimate. You can then choose the preferred options that enhance your competitive position and improve your company’s overall profitability.

See whether promotions are better than your DSA

PIT helps maximize discounts and increase gross margin in the presales process, before quoting and deal registration. Unique in the industry, PIT automatically analyzes Cisco Estimates, exposes—on a single screen—all the current relevant incentives in stacks, and summarizes their impact on discount percentage. So the user whether it is the Solution Architect, Sales Support Rep, or Account Manager can quickly compare DSA cost discounts against PIT stacked discounts. They can then choose the discount stack that is most applicable to the customer opportunity and that will enhance the company’s competitive position and overall profitability. Users can also fine-tune the inclusion or exclusion of individual programs to anticipate a competitor’s cost structure.

Identify products with higher VIP rebates

The Partner Incentive Tool also provides insight into suggested product replacements to increase and enhance the backend VIP Rebate potential when the Estimate progresses to a Guided Deal Registration (GDR) and order.

Optimize cost and margin

PIT and the Netformx Margin Analysis Tool (MAT) work hand-in-hand to quickly optimize cost and margin for every quote iteration. PIT promotion and incentive scenarios can automatically be provided as cost inputs to the Margin Analysis Tool. By toggling between PIT promotion and incentive analysis and MAT customer pricing activities for the same Estimate, the user can immediately see the impact on an opportunity’s margin.

With Netformx Partner Incentive Tool you can:

  • Maximize sales profitability through automation, financial analysis, and efficiency
  • Gain insights into Estimate costs prior to quote and GDR approval
  • Increase profitability by automatically analyzing CCW Estimate costs and potential ROI
  • Visually see all potential cost discounts and promotion “stack-ability”
  • Easily share alternates and summary details with sales and deal registration teams
  • Increase VIP rebate potential with suggested replacements
  • Enhance team accountability and attain the best discounts with 360-degree user activity visibility
  • Drive better alignment to Cisco’s strategic direction

 

Customer Testimonials

Renae Johnson
Renae Johnson
Responsible for National Cisco Alliance, Logicalis

“Right from the start, Netformx Partner Incentive Tool (PIT) has shown itself to be extremely useful across the sales organization and beneficial to our bottom line. By automating the process of analyzing Cisco programs, PIT enables us to choose the most beneficial discounts, and then complete the quote with lightning speed.  This allows us to be more profitable and more competitive as a partner.” 

Tom Cricchi
Tom Cricchi
CEO at SyCom Technologies

“Before we had the Netformx Partner Incentive Tool our sales team just applied standard DSA discounts to deals. Now, in under a minute, the PIT analysis shows all available promotion and incentive options, along with their cost discounts. Identifying qualifying Fast Track, OIP, and other discount opportunities is already paying off. So now our team can focus on business decisions and their customers instead of grinding through spreadsheets.”

Karen Kulow
Karen Kulow
Sales Support Rep/SSR, Logicalis

“Before PIT, we would just take the RNSD discount, assuming it was the best deal. We wouldn’t check other programs since it was such a commotion to do. We’d need to find the email and the links to what applies, then go to the right tab and enter all the part numbers. There is a big efficiency gain with PIT and we now actually do the analysis every time instead of just when we have the time to spare. And we are getting more margin by identifying the best programs to apply. Using PIT should be best practice for everyone.”

Rick Snyder
Rick Snyder
Senior Vice President, Americas Partner Sales at Cisco (6/18)

“We are excited about the additions to the new Netformx Partner Incentive Tool to help partners increase their profitability. The Netformx Partner Incentive Tool is easy to use and allows partner sellers and leaders to stay on top of the Cisco programs and incentives, so they can grow their deal profitability and stay ahead of the competition.”

Scott Priest
Scott Priest
VP and GM, Partner & Product Management, Zones

 “The Netformx Partner Incentive Tool enables Zones pre-sales teams to identify opportunities and take action early in the sales process. We are now able to utilize an intuitive, user-friendly format across all account teams that will streamline the quoting process, grow profitability, and improve the sales operations.”

Brennan Mills
Brennan Mills
Inside Sales, SyCom Technology

“When PIT analyzed the customer’s order it identified additional discounting with OIP. I sent that information to our Account Manager, who created the OIP and got the additional discounts. With just a quick analysis we were able to increase our margin. No research required. PIT proved its value right there.”

Tim Reindel
Tim Reindel
Business Development Associate, Logicalis

“PIT is showing itself to be extremely useful. It outlines what’s currently available in the constantly changing Cisco programs, so we don’t need to sift through documentation. That is enabling us to be more profitable and more competitive as a partner. And for the CMSP program, not everyone knows about our certifications, so they don’t know what programs we are in or the program requirements. PIT gives us insights on that so we can decide to use upfront discounts or backend discounts to get the best pricing and get it out faster.”

Cari Lauters
Cari Lauters
Project Lead and Alliance Business Development Manager, Logicalis

“With PIT it takes just minutes to analyze an estimate and see the incentive options. We used to plow through emails and take hours or sometimes even days to analyze estimates manually—if we did it at all. And now we can do What-if scenarios for situations where we don’t have deal registration, but the competitor does. PIT enables us to quickly see how we can win the deal and enables us to be much more efficient and profitable.”

Michele S. Lempke
Michele S. Lempke
Inside Sales, SyCom Technology

“PIT was so easy to learn and to use. I quickly could see the Fast Track discount and the actual dollar savings. This was a promotion that neither SyCom nor Cisco was aware of. Without PIT I wouldn’t have realized FastTrack was an option and would have stuck with the DSA. PIT provided the documentation we needed to make our case with Cisco. It was a good thing we took advantage of the promotion right away, as it is no longer available.”

Jim McKenna
Jim McKenna
Vice President-Strategic Partnerships, Black Box Corporation

 “The new Netformx Partner Incentive Tool is a huge time saver for us. Instead of manually accessing multiple, complex vendor systems and grinding through data, we can focus on the business: taking actions to maximize profits and gross margins.”

Lisa Nowak
Lisa Nowak
Account Manager, Logicalis

“PIT is a confidence builder. It gives me peace of mind to know that the estimate has been done right. Instead of the time-consuming and frustrating process of manually doing the calculations every time the customer changes their mind or programs change, I can quickly review the special program pricing that the Cisco PAM has provided and make sure the DSA is in our best interest. And it will be a game-changer for those complicated K-12/E-rate estimates. I really appreciate PIT. It is easy to use, and the support hours have been great when I’ve had questions. Bookmark this tool!”

Jason Eatmon
Jason Eatmon
VP & Principal, Development Group Inc

 “The PIT provided immediate value by uncovering deeper discounts from an overlooked promotion. It quickly identified modifications during the presales process that would impact our bottom line. We no longer need to research promotions or depend on the memory of a few experts. Options are automatically presented on every proposal, and it’s trivial to select and incorporate the best one for our customer.”

Tyler Mathis
Tyler Mathis
Manager of Federal Operations at Zivaro, Inc.

“Both the Netformx Partner Incentive Tool and the Margin Analysis Tool bring sophisticated promotion and financial analysis together, so we can quickly make decisions and take actions that benefit the customer as well as our bottom line. The Netformx tools take care of gathering and analyzing all the details about the impact of promotions, incentives, and discounts on a deal’s bottom line so we can focus on sales, profitability, and our customers.”

 

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