Netformx Pipeline Insight Tool
[Formerly called the Partner Incentive Tool, PIT’s new name highlights the expanded value its insights provide across the presales pipeline.]
Making presales decisions in a vacuum impacts your competitiveness and profitability
As an IT solution provider, you are challenged daily by the complexity of creating customer solutions. Yet do you have the data you need to make presales decisions that will increase your competitiveness? Have Deals been thoroughly analyzed to maximize profitability?
When preparing the Estimate are you taking into account the potential Cisco program discounts and downstream dollars you will get through VIP rebates? Are you taking advantage of any available Lifecycle Incentive (LCI) SKUs?
As a manager, do you have a full pipeline view of Estimates and Deals across your sales team?
If you don’t have ready access to this kind of information before registering a Deal your proposals will likely be less profitable and competitive.
Have a 360-degree view of your pipeline with complete direct and distributor data
By consolidating and analyzing data from both distributors and numerous Cisco platforms, Netformx Pipeline Insight Tool (PIT) enables you to have both broad and deep—360°—views of your Estimates and Deals. [Formerly called the Partner Incentive Tool, PIT’s new name highlights the expanded value its insights provide across the presales pipeline.]
To manage your overall business, you can quickly visualize your entire presales pipeline.
If you are creating Estimates and Deals, PIT provides powerful analytics to help you maximize profit, margin, and competitiveness.
Be more profitable with PIT
The Pipeline Insight Tool provides sales teams with early insight into how Cisco promotions, discounts, and strategic alignment can impact their potential profitability. By applying instant financial analysis during the Estimate stage you can be confident that the registered Deals will incorporate the margin you need to be profitable and still win the deal.
With PIT you can quickly perform a full Cisco VIP analysis as you prepare an Estimate or review a Deal. It also provides suggested product replacements that result in higher backend VIP rebates.
It is a game changer to have early identification of any LCI-eligible SKUs and to know whether the deal is big enough to capture LCI rewards. Such early visibility into the potential LCI rewards pipeline helps you to prioritize and plan to increase profitability. See the SyCom Case Study where they are getting a jump on LCI planning with early identification.
Be more competitive with PIT
The Pipeline Insight Tool puts the bottom line at your fingertips during the Estimate stage by providing automated financial analysis that fully and systematically leverages potential promotions and incentives.
In conjunction with the Netformx Margin Analysis Tool (MAT) you can quickly optimize margin for every quote iteration and immediately determine the best combination of end-customer pricing actions that would drive the highest margin potential.
It is easy to perform “what-if” analyses on an Estimate to quickly optimize cost and margin and compare to competitors’ potential offers. You can get an automated and clear margin analysis at the SKU level and see the real cost of a Deal.
With Netformx Pipeline Insight Tool you can:
- Maximize sales profitability through automation, financial analysis, and efficiency
- Gain financial insights so you can plan thanks to an at-a-glance view of your Estimate and Deal* pipeline
- Increase profitability by automatically analyzing Estimate costs and potential ROI
- Increase VIP rebate potential with powerful analysis and suggested replacements
- Identify LCI-eligible SKUs in Deals* and Estimates for visibility into your potential LCI reward pipeline
- Analyze potential discounts and promotion “stackability” of Estimates prior to Deal registration
- Increase margins by easily incorporating your high-value services with the Partner Services Tool
- Determine business benefits through MCV and annuity analysis of Deals and Estimates
- Optimize margin and be more competitive with “what-if” scenarios at the SKU level
- Eliminate surprises with alerts to price changes and EOX before Deal registration
- Easily share alternates and summary details with sales and deal registration teams
The Power of 3 to Manage and Capture Cisco Lifecycle Incentive Rewards
Customer Experience (CX) teams are now able to leverage automation to analyze and prioritize Cisco Lifecycle Incentive (LCI) reward opportunities throughout the customer journey. With visibility to all the data to properly plan during presales, you will be able to better manage activation and adoption post-sales and ensure timely renewals. Learn about the Netformx Power of 3 Advantage for a full Lifecycle Incentive journey that is ready to use today. The advantage of combining the Pipeline Insight Tool, LifecycleXpert, and AssetXpert will automate full lifecycle management and increased reward capture.
Elevating LCI Rewards to 5% of Cisco Spend
“Using Netformx automation Veytec had 5% of our annual spend with Cisco returned in Lifecycle Incentive dollars. On top of that, we saved valuable resource time. The ROI on Netformx tools is real and significant.”
Netformx Tools simplify Cisco LCI program details
“The Netformx tools have helped me make sense of the intricacies of Cisco and their LCI program. All the Netformx staff have been incredibly responsive. The first PIT tutorial not only showed me how to use the tool, but included deal booking benchmarks based on other customers and recommended what we should look at to stay competitive. Their knowledge and insights were fantastic.”
Streamline Analyzing Cisco Programs
“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.”
Focus on Business Decisions instead of Grinding through Spreadsheets
“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.”
Efficiency Gains and More Margin
“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.”
Getting Ahead of the Competition Leveraging Cisco Programs
“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.”
Streamlined Quotes Grow Profitability
“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.”
Increased Margin with Quick Analysis
“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.”
Getting the Best Price & Proposals Out Faster
“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.”
Analyze Estimates in Minutes to Increase Profitability
“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.”
Discovering Discounts they Didn’t Know About
“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.”
Focusing on the Business Instead of Grinding through Data
“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.”
Game-changer for complicated K-12/E-rate estimates
“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!”
Uncovering Deeper Discounts Impacts the Bottom Line
“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.”
Sophisticated Promotional & Financial Analysis with PIT
“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.”