Website : https://www.cisco.com/c/en/us/services/ordering/ccw-r.html
Managing Cisco renewals can be a daunting task.
Keeping track of multiple contracts, expiration dates, and negotiations can quickly become overwhelming for even the most experienced sales account managers and procurement renewal teams.
The biggest challenge for a responsible partner is to periodically monitor all contracts and identify those nearing expiration, ensuring they can reach out to the end user in time to initiate the renewal process.
In the following section, we’ll outline the main challenges associated with the Cisco renewal process that partners need to manage to maintain healthy business relationships with their clients.
Key Challenges in the Contract Renewal Process
Contract Tracking: It’s crucial for partners to regularly monitor all active contracts. This often involves manually maintaining a contract and inventory database or sheet, which can become cumbersome with a large client base.
Identifying the Correct Contract for Support Cases: Imagine you have 10–15 clients, and one day a client reports a device issue. As a Cisco partner, you could be responsible for submitting an RMA case to Cisco under the specific contract number. Organizing contract numbers efficiently is key to quickly identifying the correct one for the client’s device.
Sending Notifications Before Contracts Expire: Companies often operate within a yearly budget and need to plan for budget approvals. It’s important for partners to notify the IT manager of an expiring contract 6 months in advance of the new budget cycle.
Coverage Restriction & Compliance: Cisco has specific policies for renewals. Devices out of coverage for more than three months are flagged for coverage restrictions, which must be addressed before contract renewal or service realignment.
Competitive Pricing: Balancing competitive pricing with profitability is essential in a competitive market. Thorough cost analysis and negotiating favorable terms with Cisco are critical.
Market Volatility: Changes in the economy or market can affect customer budgets and priorities. Staying informed and adaptable is necessary for Cisco partners.
Value Proposition: Clearly demonstrating the benefits of Cisco solutions, including cost efficiency, risk mitigation, and business outcomes, is vital for securing renewals.
The Dynamic Duo: Cisco CCW-R and Owlytica
Cisco CCW-R acts as a central hub for managing Cisco software subscriptions, services, and licenses, simplifying the renewal process by:
Consolidating Data: Providing a comprehensive view of all customer-related contracts, agreements, and entitlements; facilitating tracking of renewal dates.
Automated Notifications and Contract Tracking: Enabling easy monitoring of contract statuses and proactive customer notifications about renewals in the next 30, 60, or 90 days.
Customization & Price Negotiation: Allowing for tailored renewal quotes and clear visibility into pricing and available discounts.
Automation: Streamlining quote generation, notification sending, and payment processing.
Insights & Reporting: Offering analytics on product use, lifecycle, and upgrade recommendations, with capabilities for detailed report generation.
Owlytica is focused on automating much of the Cisco CCW-R process:
- Automated Data Collection: Pulling contract data directly from CCW-R reduces manual entry errors.
- Intelligent Alerts: Providing timely notifications about renewals and potential risks for proactive customer engagement.
- Automated Workflows: Save time with automated renewal reminders and personalized quote generation.
- Advanced Analytics: Offering insights into customer behavior, renewal trends, and churn risks for informed strategy development.
- Multi-Vendor Contract Tracking:** Delivering the ability for Cisco Partners to see all their renewals across different vendors such as Dell, Cisco, HPE, Palo Alto, Juniper and more
Benefits of an Automated Approach:
- Centralized Contracts: Ongoing access to all Cisco contracts, as well as those of other OEMs such as HPE, Meraki, Palo Alto, Fortinet, and more.
- Increased Efficiency: Automating tasks saves time, allowing focus on new customers and business expansion.
- Reduced Errors: Automation minimizes human errors in data entry and calculations.
- Improved Visibility: Real-time insights into renewals and customer behavior support informed decision-making.
- Enhanced Customer Experience: Streamlined processes reduce friction, improving overall satisfaction.
- Boosted Revenue: Optimized pricing and tailored solutions based on analytics enhance the value proposition, encouraging renewals.
By integrating Owlytica with Cisco’s CCW-R, partners can enhance customer experiences through smarter insights, streamlined processes, and strategic engagement. To learn more, visit Owlytica for Cisco Value Added Resellers or schedule a demo.
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