Channel Sales Solution

Channel sales are critical to the revenue growth and success of network equipment manufacturers. According to IOC Insight, over 70% of large network equipment sales now go through channels. Making your channels more effective in an increasingly complex and competitive marketplace is a key strategy to survive and thrive. Vendors must help their channels by easing the burden of designing and quoting complex systems and solutions.

Increasing Complexity
Today's systems have countless options and parts. The convergence of data, voice, and video add more layers of complexity. Solution selling—with bundled products, services, and contracts—only compounds the difficulty. Every product and inter-relationship in the proposed solution must be validated to ensure that it will work and to avoid any post-sale issues.

All these challenges add to the mountains of product data and hours of training that channels must endure. Giving them more information to digest only adds to their burden. You must give them usable and detailed knowledge and powerful tools to make designing and selling more effective.

Delivering Knowledge
Vendors must offer their partners tools that deliver knowledge—not just data—and, ideally, improve their partners' processes. Good design tools should automatically apply product knowledge and design rules during the design process. They should accelerate network design and deliver detailed proposals. They should also minimize the repetitive chores of reading manuals, attending classes, etc. Vendors, who provide up-to-date knowledge and useful tools, will benefit from increased sales, increased loyalty, and lower technical support costs.

Intangi's Offerings
Intangi helps vendors deliver knowledge to their channels by providing solutions that capture, manage, and distribute detailed product knowledge and rules. Your knowledge base can be simply created, deployed, and maintained with Modeler, a point-and-click tool to model products that doesn't require custom coding or programmers. It captures in-depth knowledge, including tech notes, design rules, and compatibility matrixes, that is usable, flexible and secure.

The powerful knowledge base can then be applied using Intangi's Iris product to help your channels easily design and quote complex systems. With Iris, channels become more effective in selling your products and have the ability to incorporate complementary third-party products into their designs. Iris is an integrated product—not a patchwork of Excel, Visio, and custom coding. Iris provides immediate verification and validation of designs, and automatically provides valuable output for sales, manufacturing, installation and support. Professional quotations are automatically generated using any number of partner-specific price lists.