Integration with distributor and reseller data
RenewalsManager.com Vendor Edition has been designed to take account of the special challenges facing manufacturers and ISVs. A vendor may typically deal with distributors, resellers and end users directly; RenewalsManager.com ensures that whatever the route to market, all parties access and maintain a common set of data to common standards. This provides vendors with detailed reporting, allowing them compare and review the performances of each party in the channel as well as that of its own sales force.
Like the other editions of RenewalsManager.com, the Vendor Edition communicates with the channel, and can automatically generate quotes based on your own data or information uploaded by your partners. These quotes are then automatically delivered to the customer to prompt renewal. At the same time, your channel partners or in-house sales teams are prompted with the same information so that they may engage with the customer to assist them and explore up-sell opportunities. Customers can purchase via the system, by responding to the email and requesting a call-back, by contacting their reseller, or by replying to your sales centre directly.
Vendor Edition process
1. Renewal data entry
To load up the quotes into the system, there are two options available. For high volumes, quotes can be batch loaded, taking feeds from the vendor, distribution partner or reseller. Alternatively, renewal data can be entered individually for lower volume requirements. The system takes the data and produces standardised renewal quotations, under the vendor's brand, ready for publishing. If the reseller is using RenewalsManager.com Reseller Edition, the systems integrate seamlessly and quotes can be issued using the reseller's brand.
2. Customer view
With the quotations produced, the system generates an automated e-mail notification, sent directly to the customer with an alert that a contract is ready or overdue for renewal. By following the embedded secure link, the customer is directed to a personalised renewal portal which lists all known contracts for that customer, including the specific one referred to in the email.
The portal provides an instant view of the contract base, with simple colour coding to highlight the status of each one:
- Red: Contract expired and overdue
- Amber: Contract live, but due for renewal soon
- Green: Contract live
- Black: Contract cancelled
Other status flags can include warranty only support, contract consolidation etc.
Included, where appropriate, are electronic copies of the contract or certificate of entitlement and a copy of the appropriate renewal quotation when a contract is due for renewal.
The customer is now able to view a complete list of contracts, which is essential for budgeting purposes, and can minimise the risk of systems being under-supported through an un-renewed support contract.
3. Sales view
In parallel with notification being sent to the customer, an email is also sent directly to the relevant internal or reseller sales person, in whose name the customer notification will have been published. A different link is embedded within the sales notification email, taking the agent to the same list of contracts, but with the ability to amend the various status and pricing flags.
The process allows allows a sales person to contact the customer and to hold a conversation whilst both parties are looking at the same list of contracts. This immediately opens up the opportunity to discuss the support landscape as a whole, rather than just a single transaction, significantly increasing the chances of a larger sale.
4. Management reporting
Viewed by many as the greatest challenge relating to managing a renewal base, the system provides detailed, standardised reporting and analysis of the whole renewal business.
This includes a high level “dashboard overview”. It also includes a much more detailed breakdown which can drill down to product line levels.
In addition the Aspire VISION reporting module provides details of cancellations, and it can also be configured to provide ranking tables for customers, resellers and sales teams. |
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At a glance
Comprehensive reporting by customer and product line
Automatic quote generation, using vendor brand
Automatic prompts to customer and reseller sales person
Branded portal
Alternative purchasing options that dovetail with your existing systems |
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