The Quote Gap
Why VARs and MSPs lose deals before the quote ever leaves the building
Buyers ask for pricing late in their journey, and the first complete, accurate quote has the edge. This report shows where ICT resellers lose days between the request and the quote, and how to win them back.
The 8 quoting bottlenecks that turn a same-day quote into a week
5 lifecycle blind spots that make every renewal quote start from scratch
A 12-point self-assessment and a 90-day plan to close the gap
14-page PDF
Industry research from Gartner, 6sense and others, plus a practical action plan.
Of B2B buyers said the first vendor they contacted won the deal
Of B2B buyers prefer a rep-free buying experience
Of spreadsheets in field audits since 1997 contained errors
Average value lost to weak contract management
A Field Guide to the Days Lost Between Request and Quote
The Speed Imperative
What current buyer research says about timing, and the 48-hour window most resellers miss.
Eight Quoting Bottlenecks
BOM chaos, distributor lookups, spreadsheet margin math, missed rebates, multi-currency complexity, sales tax complexity, approvals, and quote-to-order rekeying.
Lifecycle Blind Spots
Scattered install-base data, late renewals, untracked end-of-life dates and manual co-terming.
Why Generic CPQ Falls Short
A side-by-side view of what resellers need that manufacturer-focused CPQ doesn’t do.
12-Point Self-Assessment
Score your quoting and renewal process in five minutes and see where you stand.
90-Day Action Plan
Measure, automate the quote, then connect the lifecycle, with the metrics to track.
Built for the People Who Own the Number
For ICT VARs and MSPs that quote multi-vendor deals across Cisco, distributors and services, and want faster quotes with less margin leakage.
CEOs & GMs
Sales leaders
Sales operations
Presales engineers
Renewals leaders
Managed services leaders
Finance teams
Find Out How Wide Your Quote Gap Is