INDUSTRIES : Equipment Manufacturing

Technology products such as networking and computing equipment makers face the following challenges:

Product Complexity: technology products tend to be complex and configurable in nature and require experienced sales personnel to come up with the accurate configurations and pricing. In most cases, a sales person has to be extremely familiar with the intricacy of the relationship, constraints and dependencies among all the parts before a quote can be generated. This requires tremendous training and retention of these experienced sales people.

Shrinking Margins as a result of intense competition and in many cases of being in a mature and commodity marketplace. Leading hardware vendors today consistently outpace their competition by not only offering superior products and services, but also offering a superior purchasing experience for their customers. By creating a simple yet comprehensive product configuration process that allows for complex quoting and a tailored needs analysis, vendors are able to find yet another method from which to differentiate themselves from the rest of the competition.

Shortened Product Cycle: Due to the rapid technology advancement and competitive pressure, technology products have much shorter product life cycle, requiring constant new product configurations. This in turn requires a easy to use, easy to maintain product configurator.

Solution Based Selling: People buy technology products to solve certain problems, be it rack mount servers for data center, or fiber optic intelligent switch to manage bandwidth. Most company!¿s selling systems are product centric, not solution based. Designing a solution to meet a customer's specific business needs is typically a manual, time-consuming part of the sales process that is not easily duplicated to the next customer. As customer demand for hardware products and services becomes increasingly dependent on solutions that can provide tangible and measurable benefit, customer loyalty and effective sales, marketing and service solutions are necessary to prevent further erosion of profitability.

Corezon Solution for High Tech Equipment Makers is designed to simplify and automate the toughest areas of complex selling including solution design, product configuration, pricing, and quoting. It provides sales organizations with a turnkey approach to designing solutions, configuring a wide range of products and services, navigating complex pricing policies and scenarios, and producing and delivering fast and accurate quotes. This solution can be deployed across multiple sales channels including but not limited to internal sales team, website and partner portal.

Key Functions and Benefits:

• Solves problems of any complexity level, from simple recommendation guidance to detailed product and service configurations
• Up-sell and cross-sell products to existing customers to improve margins
• Offers flexible deployment and maintenance across multiple sales channels
• Customizes solutions and configurations based on pre-negotiated contracts.
• Drives confident decisions by allowing users to start on any selection parameter, choose in any order, re-prioritize at any point, and understand the precise tradeoffs and impact of every decision they make during the process
• Maintains the system by non-technical business people.