Post-Punchout Marketing to Users
The business benefits gained by vendors when integrating punchout catalogs into their customer’s e-procurement systems have been well reported. Punchout catalogs can be one of the best ways to increase revenues from—and grow deep roots into—your largest customers.
However, it is important to realize that participating in e-procurement connectivity is not a destination, it’s a journey. Punchout is the beginning of your enhanced relationship with the customer, not the end—so don’t stop sales and marketing efforts to that customer just because the punchout is in place.
- You still have competition! Many times they also have stood up a punchout catalog with the customer.
- Capitalize on your preferred vendor status by continuing your sales and marketing efforts within that customer. Keep reaching out to current and new contacts with the organization with your sales efforts and letting them know about your new offerings and services.
- Also ask them how they like ordering from the catalog and what they’d like to see on the punchout site—both in product and functionality.
- Don’t miss the opportunity to grow the deepest possible roots into your biggest customers by using the “one-two punch” of enhanced purchasing technology and connected relationships offered through PunchOutCX!