Podcast
Questions and Answers
Which company requires additional language on quotes?
Which company requires additional language on quotes?
- CDW
- SHI (correct)
- Nestmon
- None of the above
What email address should be used for monthly billing quotes?
What email address should be used for monthly billing quotes?
- nestmon\@cdw.com (correct)
- business\_relationshi p\_inquiries\@shi.com
- multi-year deals
- early renewals with credit
What is the issue with SHI and their quotes?
What is the issue with SHI and their quotes?
- They don't accept multi-year deals.
- Their contracts team won't add the additional language until customer approval. (correct)
- They won't sign quotes for early renewals with credit.
- They require manual quotes.
What is the best way to avoid delays with SHI quotes?
What is the best way to avoid delays with SHI quotes?
What type of quotes are likely to cause delays?
What type of quotes are likely to cause delays?
What is the email address for SHI business relationship inquiries?
What is the email address for SHI business relationship inquiries?
Why is it important to remind the rep about the required language for SHI?
Why is it important to remind the rep about the required language for SHI?
What is the key takeaway regarding SHI quotes?
What is the key takeaway regarding SHI quotes?
Which company prefers that we do not directly contact their customers?
Which company prefers that we do not directly contact their customers?
If you need to contact someone about a Software One renewal, who should you reach out to?
If you need to contact someone about a Software One renewal, who should you reach out to?
If you need to contact someone about a Softchoice renewal, who is the appropriate contact for California?
If you need to contact someone about a Softchoice renewal, who is the appropriate contact for California?
Which company prefers to provide renewal quotes 60 days in advance of the renewal date?
Which company prefers to provide renewal quotes 60 days in advance of the renewal date?
Which company might not be responsive when contacting them for renewal quotes?
Which company might not be responsive when contacting them for renewal quotes?
What information is NOT provided in the table regarding the resellers listed?
What information is NOT provided in the table regarding the resellers listed?
Which reseller's response time may be significantly impacted by their availability?
Which reseller's response time may be significantly impacted by their availability?
When should we ideally reach out for a renewal quote for a software license through Softchoice?
When should we ideally reach out for a renewal quote for a software license through Softchoice?
Which of the following actions is typically taken by the role described in the text, two months prior to a renewal?
Which of the following actions is typically taken by the role described in the text, two months prior to a renewal?
What is the email alias used for partner pricing requests?
What is the email alias used for partner pricing requests?
Why is it important to keep track of emails regularly?
Why is it important to keep track of emails regularly?
What action is taken when a partner is not proactive in requesting pricing?
What action is taken when a partner is not proactive in requesting pricing?
What information is typically obtained from the Renewals Manager notes when working with a partner?
What information is typically obtained from the Renewals Manager notes when working with a partner?
What is the primary function of the role described in the text?
What is the primary function of the role described in the text?
What is the best practice when contacting a reseller for a renewal?
What is the best practice when contacting a reseller for a renewal?
Why is it important to follow up on POs with channel reps?
Why is it important to follow up on POs with channel reps?
When would Carahsoft sign a quote?
When would Carahsoft sign a quote?
What is the primary role of Carahsoft in the context of this information?
What is the primary role of Carahsoft in the context of this information?
What is the best advice for dealing with Insight?
What is the best advice for dealing with Insight?
What is a potential drawback of Carahsoft's signing of quotes?
What is a potential drawback of Carahsoft's signing of quotes?
What is the main difference between Carahsoft and Insight based on the given information?
What is the main difference between Carahsoft and Insight based on the given information?
Which of the following is NOT stated as a reason why Carahsoft might sign a quote?
Which of the following is NOT stated as a reason why Carahsoft might sign a quote?
What advice would you give to a company working with Carahsoft regarding their quotes?
What advice would you give to a company working with Carahsoft regarding their quotes?
Based on the information provided, what is one potential area for improvement in Carahsoft's quote process?
Based on the information provided, what is one potential area for improvement in Carahsoft's quote process?
What discount level does SoftwareOne receive from Box?
What discount level does SoftwareOne receive from Box?
What is the typical discount level for partners that are not currently the incumbent on the account?
What is the typical discount level for partners that are not currently the incumbent on the account?
What is the process for getting a quote for a customer who wants to work with a reseller that Box does not have an active agreement with?
What is the process for getting a quote for a customer who wants to work with a reseller that Box does not have an active agreement with?
In what scenarios does Box offer discounted pricing when a customer is moving from direct to channel?
In what scenarios does Box offer discounted pricing when a customer is moving from direct to channel?
What does 'uplifting' refer to in the context of pricing?
What does 'uplifting' refer to in the context of pricing?
What is the typical pricing for most accounts?
What is the typical pricing for most accounts?
What is a 'Channel deal reg'?
What is a 'Channel deal reg'?
How can you find out the discount level offered to a specific reseller?
How can you find out the discount level offered to a specific reseller?
What is the recommended practice for communicating pricing to customers who are purchasing through a reseller?
What is the recommended practice for communicating pricing to customers who are purchasing through a reseller?
When dealing with auto-renewals through a partner, what is the process for payment?
When dealing with auto-renewals through a partner, what is the process for payment?
What is the recommended time frame to send out pricing information to customers purchasing through a reseller?
What is the recommended time frame to send out pricing information to customers purchasing through a reseller?
What is the appropriate response when a Box AE asks to uplift a customer's price beyond the list price?
What is the appropriate response when a Box AE asks to uplift a customer's price beyond the list price?
In what cases should a 'Channel Exception Request' ticket be submitted?
In what cases should a 'Channel Exception Request' ticket be submitted?
What is the standard range for the margin a reseller typically applies to a renewal?
What is the standard range for the margin a reseller typically applies to a renewal?
In situations where a partner acts as an IT consultant, what is the recommended communication approach with the customer?
In situations where a partner acts as an IT consultant, what is the recommended communication approach with the customer?
Where can you find the identity of the Channel Rep responsible for a specific renewal opportunity?
Where can you find the identity of the Channel Rep responsible for a specific renewal opportunity?
Flashcards
Salesforce Report on Renewals
Salesforce Report on Renewals
A routine report pulled from Salesforce to track upcoming account renewals by quarter.
Proactive Quote Preparation
Proactive Quote Preparation
Creating and preparing quotes for renewals two months in advance before contacting partners or clients.
Overages in Accounts
Overages in Accounts
Checking accounts for any extra usage of seats or APIs that might need special attention during renewal.
Email Management
Email Management
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Renewals Manager Notes
Renewals Manager Notes
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Contacting Reseller Representatives
Contacting Reseller Representatives
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Priority Task Evaluation
Priority Task Evaluation
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Proactive Partner Communication
Proactive Partner Communication
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Manual Quotes
Manual Quotes
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CSO Requirement
CSO Requirement
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Monthly Billing
Monthly Billing
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Nestmon Contact
Nestmon Contact
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SHI Account Mapping
SHI Account Mapping
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Additional Language on POs
Additional Language on POs
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Contracts Team Approval
Contracts Team Approval
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Flowing Down Terms
Flowing Down Terms
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Carahsoft
Carahsoft
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Proactive outreach
Proactive outreach
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Signing quotes
Signing quotes
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No auto-renewal
No auto-renewal
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Insight account mapping
Insight account mapping
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SHI comparison
SHI comparison
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Softchoice Renewals
Softchoice Renewals
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US Rep for Softchoice
US Rep for Softchoice
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CA Rep for Softchoice
CA Rep for Softchoice
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Proactive Renewal Approach
Proactive Renewal Approach
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Software One Contact Protocol
Software One Contact Protocol
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Designtech Communication
Designtech Communication
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Designtech Email Contacts
Designtech Email Contacts
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Customer Urgency with Designtech
Customer Urgency with Designtech
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Member Discount
Member Discount
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Choice Discount
Choice Discount
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Premier Discount
Premier Discount
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Non-deal Reg Discount
Non-deal Reg Discount
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Deal Registration Requirement
Deal Registration Requirement
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Customer Transition Rules
Customer Transition Rules
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Uplifting Policy
Uplifting Policy
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Redirecting Resellers
Redirecting Resellers
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Channel Policies Resource
Channel Policies Resource
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SMB Deals Contact
SMB Deals Contact
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Auto-renewal Process
Auto-renewal Process
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Reseller Pricing Communication
Reseller Pricing Communication
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Partner Margin Estimation
Partner Margin Estimation
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Transparency with Partners
Transparency with Partners
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Advance Pricing Notification
Advance Pricing Notification
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Channel Exception Request
Channel Exception Request
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Study Notes
Day-to-Day Tasks
- Track upcoming renewals by quarter in Excel.
- Review renewals two months in advance for overages.
- Create quotes (fixed or with overage) proactively if no issues.
- Contact previous channel reps to confirm account handling.
- Send pricing info to channel reps.
- Engage Box AE for renewal discussions (especially for overage/upgrades).
- Respond promptly to pricing requests from partners, proactively if possible.
- Prioritize emails based on urgency and task time estimates.
- Follow up on Purchase Orders (POs) with channel reps.
Partner Interactions
- Partners often request pricing via [email protected].
- Maintain regular contact with partners concerning renewals.
- Address partner pricing requests promptly.
Order Processing
- Renewals require a PO.
- Forward POs to [email protected] for processing.
- Accounts may auto-renew but a PO is required for payment.
- Maintain current awareness of PO status via reseller-orders alias.
Partner Information
- Several partners have specific alias email addresses.
- Account mapping between the partners and associated emails isn't always consistent, requiring updates if inaccuracies or inconsistencies are found.
- Some partner requests might need several iterations.
Communication and Policies
- Follow up with previous channel reps to confirm they still handle the account.
- Some partners require CSO(Cloud Service Order) signatures for PO releases.
- There is often back-and-forth regarding pricing details and POs.
- Partner pricing generally includes discounts based on agreements.
- Some partners do not have a direct way of communicating about pricing with the end customer, and requests for customer facing communication must be routed through the reseller.
- Deal registration is required for quoting.
- Customers cannot be communicated with directly regarding prices, communication must go through the partner/reseller.
Other Important Points
- Some renewals have automatic renewal options enabled, however this is not universally true.
- Time considerations greatly influence the renewal process which can be lengthier.
- Auto-renewal processes may result in collection efforts if Purchase Orders are not filed; delays in the process can lead to the renewal process taking much longer.
- Deal registration should be in place prior to quoting a customer and this is required if the customer has not historically dealt with the company through this route.
- The process of going through partners may take longer and be more complicated than direct communication with the customer.
- For some partners, it is important to send out quotes one to two months in advance.
- Direct communication with the customer about pricing is restricted when dealing with partners.
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