Cisco CCW and Salesforce Integration for VARs: 3 Ways

Many ICT Value Added Resellers (VARs) struggle because Salesforce and Cisco Commerce Workspace (CCW) don’t integrate smoothly. Salesforce CRM Connector is a leading platform for managing customer relationships, while CCW Cisco handles Cisco product orders. Without a proper connection, managing renewals and data becomes difficult.

When these two platforms cannot communicate with each other, the quoting and renewals process is fraught with errors. This could be due to issues with copying and pasting data from Excel sheets. Any inaccuracies in the final quote will cause delays, customer frustration, and possibly lost contracts.

However, when Salesforce and CCW collaborate, for instance, by utilizing a Cisco Salesforce Connector or Cisco CCW-R integration, they create a powerful ecosystem. With years of experience transforming revenue complexities for ICT VARs, Stratavar shares how CCRW, Cisco, and Salesforce can connect. Additionally, it offers a few tips on simplifying management processes.

Why Integrate Salesforce with Cisco CCW?

CRM and supply chain integrations are often discussed in B2B eCommerce. However, the same principles apply to ICT VARs. The CRM and supply chain integrations are more commonly discussed in the context of B2B eCommerce.

However, the principles apply just as well to the ICT VAR world. Integrating Salesforce and CCW Cisco or Commerce Workspace Cisco helps teams make faster decisions and improve forecasting. Plus, they can deliver a smoother customer experience.

Salesforce Revenue Cloud capabilities now offer more flexibility for VARs. VARs can easily extend the platform with new features. These include communities and an expanding set of quoting and commerce tools. 

Eventually, they can connect their entire quote-to-cash process. This includes options like Cisco Direct eCommerce Integration for faster order processing. Here are 6 reasons why a Cisco–Salesforce integration can benefit these businesses:

• Streamlined Quoting Processes: Integration allows for easy management of the sales cycle within a single interface. This reduces the need to toggle between systems. An integrated quoting process, therefore, increases efficiency and reduces the risk of errors.
• Improved Data Accuracy: Real-time data sharing between Cisco CCW and Salesforce ensures that customer data, pricing, and product availability remain accurate. This ensures VARs can provide precise quotes and timely renewals, improving customer trust and satisfaction. This reduces errors associated with manual data entry. Additionally, it enables sales representatives to provide more accurate quotes, renewals, and overall service to their customers.
• Enhanced CRM: A unified system provides a comprehensive view of customer interactions and history, which enhances the ability to manage relationships effectively. A Salesforce and CCW integration provides a unified view that enables better forecasting. Also, it allows personalized customer service and more targeted marketing efforts.
• Increased Productivity: Automating the transfer of information with a Salesforce and Cisco CCW connector can significantly reduce administrative tasks for sales teams. This allows sales personnel to focus more on selling and less on administrative duties. Hence, it can potentially increase sales productivity and effectiveness.
• Customization and Scalability: Salesforce’s extensive customization capabilities can be leveraged to tailor the integration to meet specific business needs. This flexibility ensures that as the VAR grows, the integrated system can scale accordingly without significant overhauls.
• Advanced Analytics and Reporting: A Cisco and Salesforce integration for ICT VARs provides rich data, including sales performance metrics. This can be used for in-depth analytics and reporting. Resellers can gain valuable insights into sales trends, performance metrics, and customer behavior. This can guide strategic decisions and foster growth.

A strong Cisco Salesforce Connector integration helps VARs automate processes, boost profitability, and shorten quote cycles. But what is the best way to integrate the data?

3 Methods for Integrating Salesforce with Cisco CCW

1. Swivel chair integration

This method involves manually entering or updating data between CCW Cisco and Salesforce. It’s called a “swivel chair” because users manually switch between the two systems. In this case, it is copying and pasting data, just like turning between two desks in a swivel chair. 

This approach is often viewed as a low-cost, initial step towards Cisco-Salesforce integration. This is because it doesn't require an immediate investment in automation technologies. However, it involves significant manual effort, like downloading Excel files and multiple copy/paste actions. Hence, this can lead to errors and inefficiencies.

Excel spreadsheets may seem cost-effective initially; however, relying on them for quote creation and renewals can incur hidden costs and limitations. These limitations can hurt long-term business success. Errors can lead to financial losses, either through underpricing.

This impacts the bottom line, or overpricing, which may drive away potential clients. Additionally, the considerable amount of time spent on data entry and managing quotes diverts resources from more productive, revenue-generating activities. Delays in quote processing can frustrate customers and potentially result in lost contracts to competitors. Also, storing quote data across multiple spreadsheets limits effective analysis and optimization, missing out on opportunities for business improvement and revenue growth.

Swivel chair integration might be practical for very small businesses. It can also suit those with an infrequent need for cross-system data manipulation. It typically proves unsustainable as a business scales. 

As such, while initially perceived as cost-effective, the hidden costs associated with manual processing can accumulate. This approach becomes less viable for businesses seeking to grow and streamline their operations efficiently.

2. Homegrown API Integration

A custom API can connect Salesforce and Cisco CCW-R, tailored to a VAR’s workflows. Homegrown API integration involves developing a custom API to connect Salesforce with Cisco CCW. This allows for a tailored integration that aligns with a VAR’s specific needs and workflows. This approach grants businesses direct control over how data is processed and shared between the two platforms.

By building their own API, companies ensure the integration fits their unique business rules and handles data correctly. Additionally, they can ensure the integration works smoothly with their user interfaces. This can greatly enhance user adoption and overall system efficiency.

While the customization potential of a homegrown API is a significant advantage, it comes with some challenges. The initial development of a custom API requires a considerable investment in terms of time, expertise, and financial resources. Specialist developers skilled in both Salesforce and Cisco CCW APIs are necessary to create and implement a robust solution.

In addition, once the API is developed, ICT VARs must figure out what to do with all the raw data they are importing. Making large amounts of data useful can be challenging. It involves tasks like creating catalog items, developing price books, and understanding the MSDR model. It requires ongoing maintenance to ensure it continues to function correctly as updates and changes to the Salesforce and Cisco CCW platforms occur.

This maintenance can be costly. Maintaining the integration can be complex. It becomes even more challenging if the system needs to scale with the VAR or adapt to new business processes. For example, CCW-R quotes are lengthy; any attempt to use Salesforce will fail due to timeout errors.

3. ISV Solution

Opting for a Salesforce ISV solution to integrate Salesforce with Cisco CCW is ideal for ICT VARs looking for reliability without the complexity of developing their own integration systems. ISV solutions are purpose-built to work seamlessly with specific platforms. It ensures compatibility and smooth data flow between Salesforce and Cisco CCW.

ISV solutions are designed to handle complex pricing formats specific to Cisco CCW and CCW-R, automating the integration process. This automation provides up-to-date Cisco CCW price quotes in Salesforce. It also eliminates the need for manual data entry. Plus, it significantly reduces the risk of human errors, thereby enhancing overall data accuracy.

The advantage of using an ISV solution lies in its turnkey nature. This allows ICT VARs to integrate with minimal setup time. The best part is that it is done without the need for extensive customization or in-house software development.

These solutions come with pre-configured features and tools that seamlessly integrate into existing quoting and renewal processes. They provide a plug-and-play solution that delivers immediate benefits. Additionally, ISV providers often offer ongoing support and updates. Eventually, it ensures that the integration remains functional and efficient as both Salesforce and Cisco CCW evolve.

Choosing the Optimal Integration Strategy for Salesforce and Cisco CCWR

Choosing the right way to integrate Salesforce with Commerce Workspace Cisco is essential for ICT VARs. The right integration can accelerate the sales cycle, enhance efficiency, and improve customer engagement.

VARs can choose between integrating a swivel chair or building a custom Cisco CCW API. They can even choose to utilize an ISV solution tailored to their specific needs. By looking at these options closely, ICT VARs can choose a method that fits their quoting and renewal needs. This will help them grow and succeed in a competitive market.