Home > CoreXpand Newsletters > May 2011 - The Ultimate Business Scenario

The Ultimate Business Scenario

How to Land More and Bigger Customers, Keep Them for Life,
and Make Your Competition Self-Destruct

Sounds like a business owners dream, doesn't it?

• Higher customer acquisition rates...
• Contracts with larger clients...
• Maximum retention rates...
• Watching your competition eliminate themselves...

Breakthroughs in e-commerce technology along with advancements
in e-business strategies are making this ultimate business scenario
a reality for those forward thinking enough to embrace them.

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The Massive Opportunity Waiting for You

Very few businesses consider their customers' needs beyond the products and services they are selling.

And that creates a huge gap between the way that purchasing organizations and buyers want to make purchases and the way most sellers force them to do business.

That leaves two groups of suppliers/vendors:

   1. Those who are willing and able to fill that gap and meet those deeper needs,

   2. Those who don't "get it", or won't bother to learn about those deeper needs.

Fortunately, as a CoreXpand customer you're already in the first group.  And that means you have a massive opportunity to put yourself light years ahead of your competition and straight to the top of your market.

Here's how...

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Understand Your Customers' Core Objectives

As you can imagine, every customer has unique business needs - just like you do.

From different workflows, requirements, and processes to varying methods and preferences... the way your customers do business every day is unique to each of them.

Yet, at the heart of those differences lie three fundamental, or core objectives common to all businesses:

• Save time
  
• Save money
  
• Reduce risk
  

And, particularly for larger companies and organizations, those objectives involve spend management goals and practices such as:

Tracking Reducing / eliminating maverick spending or rogue spending Reducing/eliminating ordering mistakes

Reporting Streamlining purchasing processes Integrating supplier/vendor purchasing methods into existing data systems

Spend management is at the forefront of buyers' and purchasing managers' minds these days.

And did you know that, unlike your competitors, you're in a position to help with all of it? And not just for one particular type of customer... for any customer you have?

If you're already serving your customer(s) with a CoreXpand solution, you already know how they improve sales relationships and customer satisfaction.

But have you taken advantage of all the power under the hood?

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Make Deeper Connections with Your Customers

By considering your customers' needs beyond the products and services you sell, you are no longer just a supplier or vendor.

You become something much more valuable to your prospects and customers... you become a trusted partner in the achievement of their spend management goals.

Now... did you know that with the e-commerce solutions you create/ have created for your customers, you can also activate powerful spend management tools on the back-end?

And we're talking about real world solutions that fit perfectly into even the most aggressive spend management plans:

Real-time tracking User authority controls to eliminate maverick spending Workflow routing Budget management tools	Vast arrays of reports Flexible program options Existing customer data system integration And much, much, more...

If you weren't aware of these functions, or haven't seen them, give one of our e-commerce/e-business experts a call and they'll be glad to show them to you. 

They can also help you identify prospect/customer circumstances where you can implement these solutions quickly and land/retain critical clients.

These consultations/analysis sessions are free of charge. Just let us know you'd like to take a look by clicking the button on the right or giving us a call.  As always, there's no obligation, just quick answers and practical ideas.

Now that you know a little bit more of the behind the scenes power you have at your disposal, you might be wondering where you can apply these strategies.

The answer is everywhere and anywhere you have customers that practice spend management (or have even thought about it).

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Capitalize on Buying Environment Adaptability

As a user of CoreXpand e-commerce solutions, you may have "key account sites" activated. Or maybe you have a PunchOut site connected to a client's e-procurement system.

But the technology isn't just limited to those applications.

In fact, the places/environments that you can deploy the solutions, (we call them Customer Specific e-Business Solutions), is unlimited.

There is a wide variety of applications within which you can arm your clients with ultra-convenience and potent spend management tools.

For example:

PunchOut Catalog Sites Private Marketplaces Co-op/MDF Management Sites Key Account Sites Digital Asset Management Sites Marketing Resource Centers

Again, If you're unfamiliar with what any of these environments are, or if you'd just like a little help identifing what environments your customers have, then just give us a call or click the consultation button on the right and we'll be glad to help.

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The Ultimate Business Scenario

But no matter the name or the application, the reality is that by using cutting edge e-commerce sites and e-business strategies, you can become that trusted business partner rather than just another supplier/vendor.

And that paves the way for the four components of the ultimate business scenario:

• Land more customers by providing unsurpassed levels of security, efficiency, and convenience through buying environments built for the way they want to do business.
  
  
• Secure bigger contracts by becoming more than just another supplier/vendor.  When you provide buying environments that empower your prospects/customers save time, save money, and reduce risk, you become a trusted partner in helping them meet their spend management goals.
  
  
• Retain key customers by providing the ultimate convenience and service. Because you adapt to the way they do business, you ensure maximum levels of convenience and create a comfort level that makes it virtually impossible for competitors to get their foot in the door.
  
  
• Make competitors eliminate themselves by doing what they won't - or can't - do. It's quite simple, and tragic (for them), but the fact is most suppliers/vendors won't bother with thinking about their customers deeper needs.

Whether it's a lack of vision, fear of the unknown, or just assuming it would be too expensive or complex... the fact is most of your competitors won't even make the effort to give buyers what they really want and need.

It's astonishing but true... we've seen businesses lose multi-million dollar contracts because of that short sightedness - even though the customer asked for the type of services we're describing here.

But you don't have to lose millions - or any of your best customers - if you're wiling to stay forward thinking.

Start thinking of how Customer Specific e-Business Solutions can apply to your key accounts, or that big contract you're looking to land, and you too can enjoy the massive benefits of the ultimate business scenario.

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Editor’s Note: CoreXpand offers free market analysis and e-commerce strategy sessions. Be sure to take advantage of them. They’ll help you identify e-commerce gaps in your market, and help you implement advanced e-business strategies to land bigger customers and contracts.

They'll even help you close the deal by demonstrating your advanced capabilities for you. Take advantage of our dedication to your success and put it to work for you today. You'll be amazed at the results.