Tips to Sell your PunchOut Catalog

As a B2B/B2G supplier, if you have decided to implement a PunchOut catalog for your large customers, believe me, this is the best thing you have done to boost your business. PunchOut technology can work wonders to take your business to the next level. As we all know, a PunchOut protocol connects a customer’s procurement system with the supplier’s site. It simplifies their purchasing process and makes it easy to order products.

As a supplier, you can display product configurations in PunchOut catalog and moreover add products and update the catalog effortlessly. However, it is important that you implement effective sales strategies so that you can successfully compel customers to purchase your technology.

Here are some tips to sell your PunchOut catalog:

Approach your Prospects Again

There are B2B customers who use a procurement system to manage their purchasing process but surprisingly aren’t interested in implementing PunchOut. In such circumstances, it is necessary that you generate awareness about the benefits of using PunchOut. Moreover, technology has also improved dramatically, making it even easier for procurement system users to carry out their purchasing process. So, if there are prospects that haven’t accepted your offer previously, it is time to approach them again and convey the need to use technology. There is a high probability that they will accept PunchOut now.

Promote your Business Capabilities

Many suppliers have PunchOut-ready websites but surprisingly fail to implement effective marketing strategies to make prospects aware of what their business is offering. Running an effective promotional campaign is critical to boosting brand awareness. It is imperative that the prospects who visit your website know that you offer PunchOut-enabled B2B e-commerce. Also, whenever a prospect requests a quote or proposal, make sure to include information regarding your PunchOut capabilities.

Generate Awareness about PunchOut

Many B2B/B2G prospects do not have adequate knowledge about how exactly the PunchOut catalog solution will benefit their business. They still prefer to use CIF catalog. So, it is important that you elaborate on the various benefits of using PunchOut. Benefits like getting direct access to contract catalog without entering username/password, ability to provide Amazon-like shopping experience, etc., can attract prospects towards this technology. Ability to provide customer-specific catalog is the biggest advantage of using PunchOut.

Discuss the Different Types of PunchOut

Quite a few Ariba buyers are unaware that they can connect with their supplier’s site in two different ways. Firstly, via regular Ariba PunchOut catalog protocol, which is also referred to as level 1 PunchOut. Secondly, through level 2 PunchOut. This protocol enables buyers to use their procurement system’s search functionality to access products in PunchOut catalog. This feature is particularly useful when the buyer is connected to multiple suppliers via PunchOut. Understand and evaluate your buyer’s requirements and accordingly suggest them options to connect with the supplier’s contract catalog.

On the whole, it is important that you reach to potential customers, without which they are unlikely to know about your business capabilities. Discuss like a PunchOut expert and be confident when interacting with your prospects. This is an effective selling strategy to achieve the desired results.