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The Business Challenge

Today's small and medium-sized VARs are facing a daunting combination of challenges:

  • Short product life cycles
  • Increasing market complexity
  • Eroding margins
  • Fast-changing prices
  • Demanding customers
  • Fluctuating vendor and supplier strategies

To succeed in this trying environment, it is vital for VARs to control margins, reduce operating costs and increase customer satisfaction.

Unfortunately, for most of these resellers, selling in this environment requires hours of searching through spreadsheets, binders and multiple supplier or manufacturer Web sites for different pieces of information at each stage of the sales process. Exact customer requirements must be captured, product details collected, compliant accessories selected, product availability checked, and pricing set according to company guidelines. Once a quote is generated, buyers must consistently determine the most profitable source that can deliver the selected products within the customer's time requirements. Any breaks or delays in this cycle can mean lost deals, unprofitable transactions and disappointed customers.


CNET Channel Solution

With CNET Channel solutions for VARs, you can:

  • Automate the complete sales cycle – streamline processes associated with product sourcing, procurement, sales, and back-office integration
  • Gain control over margins – Gives the ability to compare multiple supplier pricing and availability and to create detailed pricing rules within customer accounts
  • Increase productivity – automates quoting and procurement and enables customer self-service, resulting in huge efficiency gains
  • Grow revenues – provides the rich product information that influences buying decisions and empowers staff to focus on high-value activities
  • Raise professional standards – provides tools to meet customer information requests and to set uniform corporate standards across all departments
  • Increase customer satisfaction – offers centralized account management, online storefronts and up-to-the-minute information on product specs, pricing and availability

For small and medium-sized VARs, ChannelOnline™ maximizes sales productivity and customer service levels, while reinforcing profitable business decisions. Find out why more than 3,000 VAR professionals rely on ChannelOnline to automate their complete sales cycle.

Larger-sized VARs rely on DataPaq™ for product information covering Tech Data's entire catalog, and use this data to empower Web sites, populate databases and drive online sales.


Resources

Follow the links below to learn more about how CNET Channel can help VARs meet these sales cycle challenges head-on.

Customers:  Partial list of ChannelOnline and DataPaq customers.