Computer Market Research’s Opportunity Management tool provides the document imaging vendor with improved Internet communications and transaction visibility.
By Martin Brooks
Kodak Document Imaging, Graphic and Communications Group, a division of Eastman Kodak in Rochester, N.Y., has implemented a new Web-based opportunity management portal.
The portal, developed by Computer Market Research of San Diego, aims to improve transaction visibility and communications with distributors, VARs, and resellers catering to SMBs.
Kodak’s document imaging and graphic solutions are sold to thousands of SMBs every year by VARs and resellers through a network of distributors that includes Ingram Micro, TechData, Cranel, NewWave Technologies, Promark Technology, and others.
Del Heles, president and CEO of Computer Market Research (CMR) says the new portal will remove “the traditional arm’s length partnership” that he says manufacturers often have with their VARS and resellers.
Heles says the portal will provide “partners and distributors with better visibility into deals and transactions to help close business more.” He adds, “Providing this level of visibility makes it easier for VARs and resellers to do business with Kodak Document Imaging and increases the likelihood that they will continue to transact business and place additional orders.”
How It Works
The opportunity management portal provides improved visibility for resellers to see outstanding quotes and know transaction status at any instant in time.
Kodak personnel receives information in real time and is able to see opportunities as they’re submitted. Resellers receive an e-mail message generated by the portal when Kodak reviews the deal. They’re also notified if the deal is accepted, rejected,.or replied to with a counter offer.
CMR helps manufacturers manage their resellers and orders by providing detailed, comprehensive dashboards and customer insight. As a result, SMB-focused resellers can see their booked orders in their sales forecast. They also have the ability to close deals faster using accurate sales information while tracking deal progress and recording deal-related interactions.
“We simplify and accelerate the process for resellers and channel partners who are trying to qualify for pricing discounts and earn higher sales margins,” says Heles. “Allowing resellers to register for deals online allows manufacturers such as Kodak to tap into a wealth of information about SMB customers right from the start.”
