As a VAR, the decision to shop around for an automation tool is an excellent step in the right direction.
On the other hand, choosing a solution that doesn’t provide the assorted specific and unique functions that solve the pitfalls and complexities that are involved in the ICT quoting process, can send VARs down a regret-ridden rabbit hole.
This guide will give the ICT Reseller the information that is needed to make the right quoting-tool decision for the VAR’s business; the tools to understand the differences, the questions to ask when shopping around and a practical checklist to share with your teams, colleagues and fellow stakeholders.
There are two types of software solutions that are inherently different. The quoting solutions available, all fall under one of these 2 categories:
Horizontal solutions are of a generic type. Vertical solutions are industry specific.
These solutions are not named horizontal or vertical because of a specific direction. They are very different business models with significant differences.
Understanding the difference of these two inherently different solutions, is critical to ICT VARs whose goal is to optimize their pricing and quoting process.
Quoting solutions come in both variations, horizontal and vertical. The questions VARs should ask themselves, is does this solution that I am considering, solve the key, unique obstacles that complicate the quoting process for VARs.
There is a strong correlation between overcoming these challenges to creating a smoother path to achieving the business goals that many VARs have set for themselves.
The following table illustrates the differences and relevance of these differences, within the context of quoting as a VAR of ICT and how each type of solution solves, or does not solve, these quote-related challenges.
The essential features for optimizing your quoting process as a VAR, are those that have been developed to directly solve the unique and specific challenges that we pointed out above.
The following checklist points out the unique features and functions that every VAR of ICT needs, as part of their quoting tool solution. As we’ve illustrated, many of the CPQ solutions in the market, don’t solve the industry-specific quoting challenges.
They do include certain features that are helpful in solving some challenges, although they lack the top features needed, in order to create the perfect quoting solution package for VARs.
At StrataVAR, we’ve seen just how investing in the right quoting solution can dramatically transform the VARs’ business by turning all quote-related tasks and processes into a non-issue.
StrataVAR is an all-inclusive quoting platform & subscription and contract management platform. It’s also where VARs of ICT feel at home. We speak your language.
We’ve developed our platform with the individual people in the VARs organizations who work on the quote, in mind. We serve dozens of happy ICT VAR customers.
Join us for a demo here. We can’t wait to meet you & your teams!