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IBM Software                                                                                                              Distribution




                                                           Cranel Imaging
                                                           IBM extends the reseller channel through e-business
                                                           for Cranel Imaging


                                                           Customer background
               Overview                                    Cranel Imaging is the nation’s leading value-added distributor of
                                                           document imaging, storage, and duplication products and services.
               Business challenge
                                                           Cranel Imaging complements the expertise of their value-added
               Differentiate themselves from their
               competitors, and meet the needs of its      resellers with their specialty document imaging knowledge, a flexible
               two other business units, Versitec and      business approach, and the ability to effectively represent the reseller’s
               Adexis, by offering a functionality-rich,   needs to manufacturing organizations. Cranel Imaging’s portfolio
               Web-based customer self-service
               solution for order placement and status     includes a full range of industry specific software applications,
                                                           document scanners, imaging processing equipment, online storage,
               Solution                                    optical storage, CD and DVD storage, on demand publishing and
               IBM® Sterling Configure, Price, Quote
                                                           duplication, and unsurpassed service through a variety of service
                                                           providers including Versitec, the service division of Cranel, Inc.

                                                           Business challenge
                                                           Cranel Imaging needed to differentiate themselves from their
                                                           competitors by offering a functionality-rich, Web-based customer
                                                           self-service solution for order placement and status. Historically, the
                                                           company had relied on face-to-face or phone-to-phone interactions and
                                                           relationships to build and maintain their business.

                                                           Additionally, Cranel Imaging realized that they needed to offer their
                                                           resellers a comprehensive online product catalog and order
                                                           management system to facilitate orders more effectively. It also needed
                                                           to be deployed in a short timeframe.

                                                           Solution
                                                           With Sterling Configure, Price, Quote, Cranel Imaging resellers are
                                                           able to securely log on to Cranel Imaging Online to access information
                                                           for thousands of products. The solution provides their resellers with
                                                           guidance to the best products and related pricing. Cranel Imaging
                                                           resellers also are able to configure complex product orders with
                                                           increased efficiency, then place, track, and manage orders 24/7
                                                           throughout the purchasing process.
IBM Software                                                                                                               Distribution




                                                              The newly implemented e-commerce site allows Cranel Imaging to
                Business benefits:                            further demonstrate how they are the easiest and most efficient
                                                              value-added distributor to work with. Acting as an extension of their
           •	   Provides Cranel Imaging’s resellers with      resellers, Cranel Imaging Online adds a new level of support for
                a robust, self-service e-commerce portal
                to conduct business
                                                              resellers in their daily business operations.

           •	   Offers Cranel Imaging’s resellers the
                ability to provide cutting-edge services to
                their own customers
                                                              “ iving our resellers the ability to work with us via
                                                               G
           •	   Allows both Cranel Imaging and their
                resellers to operate more efficiently
                                                               a robust e-commerce system lets us provide
                                                               cutting-edge service and for them, in turn, to
           •	   Cranel Imaging resellers can now
                conduct business virtually anytime of the      provide cutting-edge service to their own customers.
                day or night
                                                               We look forward to expanding and growing
                                                               through use of the Sterling Configure, Price,
                                                               Quote. Sterling Configure, Price, Quote will
                                                               allow both Cranel Imaging and our resellers to
                                                               operate more effectively, creating a powerful
                                                               win-win situation.”
                                                              — Scott Slack, Vice President of Marketing, Cranel Imaging




                                                                       2
© Copyright IBM Corporation 2011

IBM Corporation
Software Group
Route 100
Somers, NY 10589
USA

Produced in the United States of America
November 2011
All Rights Reserved

IBM, the IBM logo, ibm.com and Sterling Commerce are trademarks or registered
trademarks of International Business Machines Corporation in the United States,
other countries, or both. If these and other IBM trademarked terms are marked on
their first occurrence in this information with a trademark symbol (® or ™), these
symbols indicate U.S. registered or common law trademarks owned by IBM at the
time this information was published. Such trademarks may also be registered or
common law trademarks in other countries. A current list of IBM trademarks is
available on the web at “Copyright and trademark information” at www.ibm.com/
legal/copytrade.shtml.

The information contained in this publication is provided for informational purposes
only. While efforts were made to verify the completeness and accuracy of the
information contained in this publication, it is provided AS IS without warranty of
any kind, express or implied. In addition, this information is based on IBM’s current
product plans and strategy, which are subject to change by IBM without notice.
IBM shall not be responsible for any damages arising out of the use of, or otherwise
related to, this publication or any other materials. Nothing contained in this
publication is intended to, nor shall have the effect of, creating any warranties or
representations from IBM or its suppliers or licensors, or altering the terms and
conditions of the applicable license agreement governing the use of IBM software.

References in this publication to IBM products, programs, or services do not imply
that they will be available in all countries in which IBM operates. Product release
dates and/or capabilities referenced in this presentation may change at any time at
IBM’s sole discretion based on market opportunities or other factors, and are not
intended to be a commitment to future product or feature availability in any way.
Nothing contained in these materials is intended to, nor shall have the effect of,
stating or implying that any activities undertaken by you will result in any specific
sales, revenue growth, savings or other results.


         Please Recycle




                                                                ZZC03136-USEN-00

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Customer study benefits of ibm software - zzc03136 usen

  • 1. IBM Software Distribution Cranel Imaging IBM extends the reseller channel through e-business for Cranel Imaging Customer background Overview Cranel Imaging is the nation’s leading value-added distributor of document imaging, storage, and duplication products and services. Business challenge Cranel Imaging complements the expertise of their value-added Differentiate themselves from their competitors, and meet the needs of its resellers with their specialty document imaging knowledge, a flexible two other business units, Versitec and business approach, and the ability to effectively represent the reseller’s Adexis, by offering a functionality-rich, needs to manufacturing organizations. Cranel Imaging’s portfolio Web-based customer self-service solution for order placement and status includes a full range of industry specific software applications, document scanners, imaging processing equipment, online storage, Solution optical storage, CD and DVD storage, on demand publishing and IBM® Sterling Configure, Price, Quote duplication, and unsurpassed service through a variety of service providers including Versitec, the service division of Cranel, Inc. Business challenge Cranel Imaging needed to differentiate themselves from their competitors by offering a functionality-rich, Web-based customer self-service solution for order placement and status. Historically, the company had relied on face-to-face or phone-to-phone interactions and relationships to build and maintain their business. Additionally, Cranel Imaging realized that they needed to offer their resellers a comprehensive online product catalog and order management system to facilitate orders more effectively. It also needed to be deployed in a short timeframe. Solution With Sterling Configure, Price, Quote, Cranel Imaging resellers are able to securely log on to Cranel Imaging Online to access information for thousands of products. The solution provides their resellers with guidance to the best products and related pricing. Cranel Imaging resellers also are able to configure complex product orders with increased efficiency, then place, track, and manage orders 24/7 throughout the purchasing process.
  • 2. IBM Software Distribution The newly implemented e-commerce site allows Cranel Imaging to Business benefits: further demonstrate how they are the easiest and most efficient value-added distributor to work with. Acting as an extension of their • Provides Cranel Imaging’s resellers with resellers, Cranel Imaging Online adds a new level of support for a robust, self-service e-commerce portal to conduct business resellers in their daily business operations. • Offers Cranel Imaging’s resellers the ability to provide cutting-edge services to their own customers “ iving our resellers the ability to work with us via G • Allows both Cranel Imaging and their resellers to operate more efficiently a robust e-commerce system lets us provide cutting-edge service and for them, in turn, to • Cranel Imaging resellers can now conduct business virtually anytime of the provide cutting-edge service to their own customers. day or night We look forward to expanding and growing through use of the Sterling Configure, Price, Quote. Sterling Configure, Price, Quote will allow both Cranel Imaging and our resellers to operate more effectively, creating a powerful win-win situation.” — Scott Slack, Vice President of Marketing, Cranel Imaging 2
  • 3. © Copyright IBM Corporation 2011 IBM Corporation Software Group Route 100 Somers, NY 10589 USA Produced in the United States of America November 2011 All Rights Reserved IBM, the IBM logo, ibm.com and Sterling Commerce are trademarks or registered trademarks of International Business Machines Corporation in the United States, other countries, or both. If these and other IBM trademarked terms are marked on their first occurrence in this information with a trademark symbol (® or ™), these symbols indicate U.S. registered or common law trademarks owned by IBM at the time this information was published. Such trademarks may also be registered or common law trademarks in other countries. A current list of IBM trademarks is available on the web at “Copyright and trademark information” at www.ibm.com/ legal/copytrade.shtml. The information contained in this publication is provided for informational purposes only. While efforts were made to verify the completeness and accuracy of the information contained in this publication, it is provided AS IS without warranty of any kind, express or implied. In addition, this information is based on IBM’s current product plans and strategy, which are subject to change by IBM without notice. IBM shall not be responsible for any damages arising out of the use of, or otherwise related to, this publication or any other materials. Nothing contained in this publication is intended to, nor shall have the effect of, creating any warranties or representations from IBM or its suppliers or licensors, or altering the terms and conditions of the applicable license agreement governing the use of IBM software. References in this publication to IBM products, programs, or services do not imply that they will be available in all countries in which IBM operates. Product release dates and/or capabilities referenced in this presentation may change at any time at IBM’s sole discretion based on market opportunities or other factors, and are not intended to be a commitment to future product or feature availability in any way. Nothing contained in these materials is intended to, nor shall have the effect of, stating or implying that any activities undertaken by you will result in any specific sales, revenue growth, savings or other results. Please Recycle ZZC03136-USEN-00