The business benefits gained by vendors when integrating punchout catalogs into their customer’s e-procurement systems are hard to ignore. 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. Don’t stop sales and marketing efforts to that customer once 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 with that customer. Keep your sales efforts focused on reaching out to current and new contacts within the organization to let them know about your new offerings and services.
Ask them how they like ordering from the catalog and what else they’d like to see on the punchout site, including products 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 integrating punchout catalogs.