September 07, 2010
ePlus Master Agent Sales Efficiency Improves thanks to Cisco's UCS Solution
By Rajani Baburajan, TMCnet Contributor
Netformx, a provider of design and proposal generation platforms for service providers, systems integrators and manufacturers, announced the results of a study conducted by JPW Consulting on the implementation of Netformx's DesignXpert for its customer ePlus, a technology reseller.
JPW Consulting study observes the impact of ePlus' use of DesignXpert compared to its legacy system. The study found that the time required to develop solutions involving Cisco's (News - Alert) Unified Computing System (UCS) product line is reduced by 76 percent with the help of DesignXpert.
With Netformx's network design automation software, the technology reseller could reduce the time required to develop a solution by 76 percent. It also decreased the opportunity to quote times by 66-75 percent. It reduced redesigns by 67 percent and decreased the amount of manual design effort from 68 percent to less than 20 percent. It also implemented and updated sales pipeline standards for staff.
Apart from being time efficient Netformx's network design automation software also ensured more accurate sales quotes and technology configurations, streamlined the sales cycle, increased personnel satisfaction, and opened up new UCS sales opportunities for ePlus, according to the study.
Formerly the ePlus' sales engineers and solution architects used multiple tools and their own processes when fulfilling sales. This resulted in incompatible approaches to proposals and solution design errors, according to JPW Consulting. ePlus was able to implement a standard procedure and eliminate manual efforts, when Cisco required its channel partners to use DesignXpert to resell the UCS product line.
ePlus also explained why it continues the adoption of DesignXpert across its sales personnel. The study found that there was more than 100 percent increase in overall system satisfaction. Users rated it a 4.5 out of 5 in meeting or exceeding expectations, as well as a 5 out of 5 rating when it comes to the ability to update a design.
Mike Pierce, vice president, ePlus said, “In the nearly three years that we've used DesignXpert, ePlus has been able to eliminate translation and validation errors and significantly increase productivity with the automated tool. It has even improved morale a great deal.”
In a similar case study conducted in June, Netformx, announced that Nexus IS experienced a significant increase in sales capacity, reduction in the cost of sales, reduction in errors, increased productivity and increase in internal customer satisfaction with DesignXpert.
Rajani Baburajan is a contributing editor for TMCnet. To read more of Rajani's articles, please visit her columnist page.
Edited by Erin Monda