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Following is the conversation that CIO Applications had with Zomentum’s CEO and co-founder, Shruti Ghatge.
What are the challenges that CIOs face today in the Sales Technology space, and how is Zomentum effectively addressing these issues?
With the advent of the new remote work economy, the way we do business has completely changed. With more businesses relying on uninterrupted IT for business critical infrastructure, the demand for outsourced IT service providers is only bound to increase.
Majority of small MSP business owners are still trying to adapt to the new sales process and are yet to capitalize on this goldmine of an opportunity to come out on top.
Their inability to convert more opportunities can be directly tied to the lack of a modern toolset that helps them become more data-savvy, leverage software to improve sales productivity and make data-driven decisions. Zomentum helps bridge this gap with an all-in-one toolset that helps MSPs sell smarter and win deals faster.
Please shed light on the Sales Technology solution that Zomentum offers on the basis of its methodology, features and benefits involved?
With the large scale shift into remote work, there’s ubiquitous need for IT services. As a result, the competition between Managed service providers is bound to increase. MSPs are largely stuck with old sales tools, akin to the proverbial knife in a gunfight. MSPs should be looking to leverage tools such as CRM platforms, marketing automation, PSA platforms, sales assessment tools, quotation and proposal builders, and email solutions. But different solutions oftentimes don’t integrate seamlessly, and modernization can seem like more trouble than it is worth.
Intelligent software like Zomentum can help MSPs better manage their sales workflows, all in a single location. The benefits of these tools cannot be overstated. For example, think for a moment about how long it takes an MSP to create a sales proposal in a word processor. They need to spend approximately two hours. But, templates and smart quoting tools can drastically cut the time required down to just 22 minutes.
Furthermore, a smart quoting tool is able to provide an interactive quoting experience that can recalculate proposals and tell when a client interacts with a quote (with the option of notifications when clients view, comment, accept, make payments, or engage with a quote).
Intelligent software like Zomentum can help MSPs better manage their sales workflows, all in a single location
The tools currently available to MSPs were built in the 2000s and for the 2000s’ hardware selling era, not for today’s cloud requirements, where the IT channel partners need to proactively sell cloud solutions and manage them on an ongoing basis. In the age of modern sales, Zomentum’s data-driven and automated sales approach helps our clients efficiently manage sales funnels with a CRM, create professional proposals and quotes with a powerful proposal builder, upsell with assessment reports, improve productivity with automation, leverage data to increase revenue multi-fold and emerge as WINNERS.
Please cite a case study on how Zomentum has enabled clients to overcome hurdles and attain desired outcomes.
As a fast-growing MSP, Steve Dempsey, Principal, NeoTech wanted a quoting tool that could allow him to build repeatable proposals and quotes easily without all the manual work and integrate with Autotask and Quickbooks. Finding a tool that matched these specifications was integral to his productivity.
Before Zomentum, Steve had been using Microsoft Word templates for all of his quotes and proposals. Creating a simple quote with it was time-consuming. He wanted a more efficient way to build quotes and proposals and easily repeat them instead of building from scratch every time. After trying multiple Quoting tools for about a month, Steve found it frustrating that they didn’t support his wanted integrations. Having an explicit requirement of what’s needed, Steve quickly realized that he needed a tool with Autotask integration that could allow him to bill his customers from one place. Zomentum was the perfect fit that satisfied all his requirements.
Neotech improved its sales productivity using Zomentum to close more deals in less time. To be specific, they increased deal size by over 6x, doubled win rates, and reduced win time to less than 15 hours. Dempsey mentions, “Using Zomentum, If a customer sends a quote for one laptop, I do have the ability to easily include those optional add on items and bump my sales from $1,000 to over $6,200 because the client has the ability to change the quantity of the items ordered. This helps my customers easily add items (monitors, docking stations and wireless combos) to the quote on their own.”
What steers Zomentum ahead of the competition?
We’d just like to give a quick nod to vendors who too are trying to help MSPs grow revenue. For years, MSPs have relied on multiple trusted vendors that have helped their businesses. Most of these vendors have built software with a focus on IT business delivery, which later doubled down as a secondary sales management tool, while the founding team at Zomentum has only focused on building the COMPLETE sales solution for MSPs.
Multiple legacy PSAs, RMM and Quote Builder solutions (built in the 2000s) continue operating in silos with an unpolished interface. We have built Zomentum to be a plug-and-play tool that integrates frictionlessly into clients’ existing toolset. Zomentum has managed to be intuitive, cloud-first, and an interconnected sales tool that consolidates sales activities under ONE roof.
We are the only vendor who entered the market CLOUD FIRST, covering all MSPs sales needs under ONE roof while also seamlessly fitting into their software ecosystem. So, long story short: if you’re an MSP looking for a sales platform built exclusively to help you convert more opportunities into revenue, we created Zomentum for you.
What does the future hold for Zomentum?
The IT partners establish deep and rich relationships with the B2B customer set. They are the route to market for various products and services to reach many businesses across the world. Zomentum is focused on building a best-in-class product for making these IT partners successful. The IT channel partner market is maturing rapidly. Among the IT partners, early adopters of the “Managed Services” business model are growing very rapidly, and the rest of the IT channel industry is trending that way. We want to be an enabler of that growth.
As we add more partners, we have an opportunity to improve their business by not only providing them with the tools but also offering data-driven insights on how these partners could provide more value to their customers (the B2B customer set) to gain market share quickly.