Renewals management software vendor iasset.com – founded by Australian channel identity Scott Frew – has launched a "land" module to speed and simplify the quoting process for resellers, distributors and vendors.
"Most [resellers] are doing Excel spreadsheets, manually typing them in, dragging in quotes from their distributors and amalgamating them into one Excel sheet, which is fraught with danger through human error," Frew told CRN.
Frew claimed the new configurator module would allow IT suppliers to ditch this cumbersome process, freeing up salespeople's valuable time to become "more efficient, more productive and potentially redeploy people who are currently sitting there doing manual quotes into other areas".
The module rounds out the iasset offer, which has historically centred on driving more maintenance revenue by letting IT suppliers know when customers were coming up for renewal.
It has been almost a decade since Frew spun out iasset.com from his former company, Distribution Central, now owned by Arrow ECS. The software-as-a-service tool is built on .NET, runs on Microsoft Azure and is also available in North America and Europe, which has been Frew's major focus. He relocated to the UK last year.
He revealed that iasset was currently working with a major global Cisco reseller – which he asked to keep anonymous – to integrate iasset with the partner's 14 disparate systems and manage renewals opportunities across the EU.
The North American and European markets will continue to be the priority as iasset launches its new configurator module, though Frew said he had not forgotten his roots; in fact, the company has just hired former Distribution Central channel development manager Lucy Knowles to support sales into Australian partners.
"Lucy is coming onboard because we have had more contact with large-scale service providers and large integrators because they have this problem. They have all had to deal with cloud, and cloud is a renewal every month," said Frew. "They are going from doing large net new sales – and if there are renewals they are hoping the vendors or distributors might tell them there is an opportunity – to punching out a renewal every month."
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