The efficiency of IT channel sales has been a long-standing challenge, and in today’s competitive market, it has become an even more pressing issue. Companies involved in selling technology products or services are navigating a landscape filled with obstacles, especially when it comes to deploying fast, efficient, and seamless configure-price-quote (CPQ) and quote-to-cash processes.

Many of the efficiency challenges we see are due to limited communication and alignment between vendors and partners, as well as a lack of technological integration amongst systems. These gaps often cause operational bottlenecks, delays, and ultimately, lost revenue opportunities. To improve performance, efficiency and profitability, technology vendors, distributors, resellers and MSPs must explore how they can best share and exchange data and speed up their CPQ and quote-to-cash workflows. 

In this blog, we will dive into the transformative impact of integrated CPQ systems. We will explore how they not only streamline operations, but also enhance the experience for everyone involved—from internal staff who manage the sales process, to partners/vendors, and most importantly, customers.

Integrate for efficient channel collaboration

IT vendors and channel partners are deeply interdependent throughout the CPQ and quote-to-cash process. Partners depend on their vendors for accurate product and pricing information to help configure the right solution and quote for customers. On the flip side, vendors need up-to-date POS data to be able to complete the order process and gain insights on product demand and support requirements. Their success relies on the sharing of accurate data, clear communication, and smooth integration of workflows, making it critical for all parties to collaborate effectively to avoid delays, errors and customer dissatisfaction. 

CPQ integration plays an important role in helping to address these challenges, by extending the exchange of data to go beyond organisational boundaries to encompass partners and suppliers.

We recommend leveraging a platform like iasset to help achieve this. It has a unique ability to offer the channel with a standardized platform, where your partners and even your partners’ partners can interact and exchange relevant sales data in a secure, automated manner. This allows all parties, no matter where they sit within the ecosystem, to deliver the best outcomes for the end customer, in an efficient, intelligent, cost-effective manner.

Integrate for fast, seamless transacting

There have been shifts in B2B buyer behaviour and expectations in recent years, with today’s enterprise customers expecting the same speed and flexibility they enjoy as B2C consumers.

Tech vendors and partners must consider how to best satisfy today’s buyer. They need to find ways to overcome complexities of high-tech sales whilst ensuring a seamless quote-to-cash experience. Achieving this requires the help of automation – starting with CPQ integration. This will enable a fluid transaction process where customers can easily order, sign, and pay through a secure online platform, without the need for additional human intervention. This is a game-changer in the realm of high-tech sales, where lead times for quote and order processing are lengthy and can stretch over several weeks (even more if there are changes made).

Discover more about the latest in quote to cash automation here.