Little known eXalt Solutions of Cambridge, Mass., wants to re-invent the channel sales enablement process through the cloud.
According to eXalt solution providers can have the same access and channel sales empowerment platform used by the top distributors and direct market resellers.
eXalt’s business is providing cloud-powered, channel sales empowerment solutions and the company announced the VAR Version of its platform called the CSE-VAR Cloud. The CSE VAR Cloud makes available the same cloud-based, fully automated and blended cross-vendor quote solution that is used by Direct Market Resellers and distributors.
The company predicts that CSE-VAR Cloud will increase a VAR’s sales velocity by 25 times, enabling them to attach services.
Leslie Swanson, CEO of eXalt, said as any VAR knows today, selling IT solutions is a broken process. Channel partners typically work with hundreds of vendors, each providing dozens of proprietary siloed tools that don’t communicate. No sales rep can learn 1,000 user interfaces and are forced to rely on engineers to complete a quote. The paradox is that these “Channel Enablement” tools are causing bottlenecks and are “disabling” the Channel. The average solution quote takes 18 hours and 2.5 iterations to get out the door with a very high touch sales process involving several engineers. The last thing VARs need is yet another vendor proprietary tool set.
The eXalt channel sales empowerment platform makes multiple vendors look like ONE-each vendor’s library and rule set is dynamically blended with others in ONE Screen.
The company says its product is “goof-proof” as sales reps can create, register and purchase the right solution in ONE stop, replacing dozens of standalone vendor tools. Unlike other online catalogs and portals that just list products by vendor silo and do nothing to assist reps in building solutions. The rules engine targets only compatible, properly optimized solutions are offered as configuration choices.
Swanson added that with the consumerization of IT, VARs realize that they have to sell twice what they sold before just to make the same margins. eXalt solutions can increase the efficiency of sales teams to sell complete solutions that are 2-3 times larger than typical using today’s high touch manual methods but in a fraction of the time. After building up our customer base in the top manufacturer and channel accounts, we developed CSE-VAR Cloud to make the same functionality available to small and medium–sized VARs.
The company objective is to transforms channel sales from a high-touch to a low-touch sales model, cutting quote time from 18 hours to 15 minutes on average. The new CSE-VAR Cloud offers subsets of the CSE Platform for the smallest to largest VARs starting at $1,500 per month. And, eXalt’s channel intelligence service gives detailed metrics to all parties on what is being attached as well as benchmarks and best practices.
CSE-VAR Cloud comes in three options:
The CSE-VAR Cloud is limited to 100 internal users but options such as playbook-type guides and customization can be added.