In the dynamic world of IT distribution, adaptability is key. Cisco distribution partners find themselves at the forefront of an ever-evolving landscape, where the only constant is change. But change at Cisco is synonymous with progress, and it’s geared toward one singular goal: making life easier for partners as they navigate the intricate and essential process of selling Cisco products. Partners are never alone in their journey; they have the full support of both TD SYNNEX and Cisco.
The newest update meant to improve the selling process comes from Cisco Capital and ONEx. Together, they are ushering in a series of updates to the EA payment proposal and quoting options that promise to enhance efficiency, flexibility, and ultimately, partner success. As of September 10, 2024, these changes are set to revolutionize how partners approach financing, providing them with more of the tools they need to best serve their customers.
What is New in Cisco Capital Financing for EA 3.0?
For partners, the newest update to Cisco Capital financing for EA 3.0 is the introduction of a separate field in the proposal and quoting platforms known as “Capital Financing Frequency,” which will drive pay-over-time pricing with a single invoice. This feature simplifies the quoting process and allows for more precise control over payment structures.
With Enterprise Agreements (EAs), there are two pricing options: “Pay-over-time” and “Prepaid,” both determined by Cisco. When Cisco Capital is part of the payment solution, the “pay-over-time” price will be quoted to the customer. Additionally, a single invoice for the total contract value (TCV) is generated for the Capital ordering process, streamlining the financial aspects of deals.
How will Sellers and Partners Benefit?
1. Proactive Quoting: Sellers and partners can now proactively quote Cisco Capital pricing at the beginning of the sales process, streamlining negotiations and enhancing customer experience.
2. Risk Mitigation: Partners and distributors can offload collection risk and reduce the burden on credit capacity by utilizing Cisco Capital for “pay-over-time” financing options.
3. Process Simplification: The introduction of a single invoice for TCV when Cisco Capital is selected makes the process simpler and more efficient.
Cultivating Success Together
Sellers and partners are encouraged to collaborate effectively to identify the most suitable payment and financing options early in the sales process. In-flight proposals come with specific considerations based on the quote/deal approval status, necessitating careful attention to ensure a smooth transition.
These updates to EA payment processes from Cisco Capital and OneX represent the continued commitment to empowering valued distribution partners with the tools, options, and support needed to thrive in the ever-evolving technology landscape. Partners need to stay ahead, explore the possibilities, and work together to achieve new heights of success.
Cisco Capital is committed to supporting partners on their journey to success. For questions, guidance, or assistance, partners are encouraged to reach out to their dedicated Cisco Capital Sales Counterpart.
