NetSuite Helps IT Distributor Save $200,000 While Supporting Yearly Double-Digit Growth


WhiteGold

Company

WhiteGold

Location

Sydney, Australia

Industry

IT distributor for VARs, specialising in security

Applications Replaced

ACCPAC CRM, spreadsheets

Solutions

NetSuite


"We're challenged by the need to keep track of complex, multi-level pricing models. NetSuite has helped us turn that challenge into a competitive advantage—offering value to customers." WhiteGold

Customer Success

  • WhiteGold is enjoying double-digit yearly growth, while saving $200,000 yearly over the cost of a comparable server-based.
  • NetSuite's integrated architecture lets WhiteGold assign and track serial numbers for each product's entire lifecycle, which forms the basis of a variety of value-added upsell-resell and proactive maintenance programmes.
  • End-to-end process integration saves $20,000 yearly in customer support costs that would be required for tracking serial numbers manually.
  • WhiteGold's ability to automate its highly complex price-quotation process has reduced average quotation time by 50%, and cut quotation-to-order conversions from more than an hour to just 10 minutes.
  • Quote-to-order automation also helps. WhiteGold deliver a complex new-business quote in well under an hour, beating the industry average of at last 2 hours.
  • Process integration and automation has also helped WhiteGold reduce order-to-cash cycle time by 25%, and accounts receivables debt by 50%. Custom scripting lets WhiteGold track renewal schedules as background tasks, cutting tracking effort by more than 90% over manual methods.
  • NetSuite's inventory management efficiencies help WhiteGold keep product replacement parts in stock to offer next-day service on RMAs, a major competitive differentiator since it typically takes a week or more for other distributors to get replacement parts from vendor stock.

Challenges

  • Growing IT distributor needed to automate product-tracking, improve cost efficiency in order to build growth by offering value-added support programmes to VAR customers as competitive differentiators.
  • WhiteGold was wasting time and money trying to track complex product and multi-level vendor-pricing matrices, essential to building value-added services, via spreadsheets.
  • Manual quotation and quote-to-order/quote-to-invoice processes were time consuming and risked errors because of complex pricing and configuration issues.

Solution

  • WhiteGold chose NetSuite because it integrates all of the company's business processes, from ERP and CRM to accounting and advanced inventory management, and because of its customisation features.
  • NetSuite's ease of customisation has helped WhiteGold create product lifecycle tracking numbers and build automated multi-level pricing schedules to support and simplify a number of added-value services, including end-customer communication programmes and automated renewal programmes for VARs.
  • Tracking end-user renewal dates lets WhiteGold notify the VARs of specific product renewal and upsell-resell. opportunities, and represents a competitive differentiator for WhiteGold among three-tier distributors.
  • WhiteGold managers use NetSuite's role-based dashboards to perform annuity management for the company's Boomerang lifecycle product-tracking programme.

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