Quadrantix Opens Customer Doors as an Excel4apps Reseller Partner
For consulting and software reseller firm Quadrantix, the ultimate gauge of its own performance is the success customers have in achieving business goals and maximizing their Oracle E-Business Suite (EBS) investment. To help customers quickly and accurately access real-time Oracle general ledger (GL) data, the San Jose, CA-based firm began working with Excel4apps in 2009, bringing its flagship GL Wand product to a mostly Spanish-speaking Oracle user base, mainly in Mexico.
“We recognized the great potential in becoming a reseller for Excel4apps, as the majority of consulting requests we receive are from Oracle users who want easier access to GL data,” said Jose Flores, associate director for Quadrantix. “Because GL Wand allows real-time access to Oracle data through direct links with Microsoft Excel, we saw that it would address the reporting needs of many finance users, while also helping us grow our business through pro-active marketing of the product and its benefits.”
Filling a Gap in Oracle GL Reporting
An Oracle Partner, Quadrantix sells all Oracle products, in addition to providing consulting, application support and custom software development services. A major focus for the firm is providing customers with the operational intelligence necessary to achieve business goals, which is why a GL Wand demonstration video caught the attention of Flores in 2009.
“Oracle EBS is a very flexible solution capable of adapting to the requirements of complex organizations, but there are always gaps to be filled,” explained Flores. “Financial reporting was definitely one such gap, as it requires programming support and leaves finance users dependent on information technology [IT] staff, which delays the creation of reports with valuable, actionable data. When I saw the GL Wand webinar, I was very impressed with the solution’s ease of use in creating reports and contacted Excel4apps about reseller opportunities so our customers could get started.”
Flores also recognized that GL Wand’s direct link to Oracle data meant that finance users would have more time to analyze reports instead of formatting GL data in static external spreadsheets. Instead, with GL Wand’s direct link to Oracle data, users could drill down to the necessary information via Excel, follow any balance to the original transaction with a simple mouse click, and easily access journals and subledgers. In addition, because it requires no additional hardware or software and is offered at a reasonable price point, the software was a practical choice. “GL Wand allows dynamic access to data for finance users, letting them easily analyze, for example, actual balances compared to budgets and monitor performance according to their company’s financial strategies,” said Flores.
Building Business by Reselling GL Wand
While Quadrantix had not previously explored third-party reporting tools for Oracle, its initial impressions regarding GL Wand’s ease of use and the responsiveness of Excel4apps to its partner inquiry led the firm to quickly come aboard as a reseller partner. Once on board, the most difficult part of the sales and technology learning curve for Quadrantix was simply learning to rethink how to access Oracle data.
“We actually had to disregard portions of our technical knowledge in working with Oracle and learn to embrace a much simpler way of accessing the data through Excel with GL Wand,” Flores explained. “As we were adjusting our mindset and learning the technology, Excel4apps helped with our sales efforts by conducting webinars with us and our potential customers.”
Within six months, Quadrantix was conducting its own webinars in Spanish and prominently displaying GL Wand product information on its website, both in English and Spanish. At that time, interest from both current and potential customers began to increase, many times coming from word of mouth.
“Since we became a reseller partner with Excel4apps, our sales cycle for GL Wand has reduced each month as we’ve learned to promote, sell and support it,” said Flores. “Excel4apps very much helped us with our initial efforts, and we soon began using their sales methodology, sometimes conducting GL Wand webinars two to three times per week to showcase the technology. Also, our new customers loved the product and were happy to provide references, which further built momentum.”
The opportunity to approach current and new customers with a solution, rather than waiting to be contacted when a user runs into challenges with Oracle reporting, is an aspect of selling GL Wand that Quadrantix has especially appreciated.
“GL Wand has opened many doors for us, allowing us to initiate contact,” Flores described. “In addition to purchasing the product, many customers find they need other services or applications we develop, which keeps our business growing.”
Excel4apps Marketing and Product Support
As a reseller partner, Quadrantix receives GL Wand leads from Excel4apps when a potential customer in its region downloads a product trial. About 20% of GL Wand leads come directly from Excel4apps. Since offering GL Wand, Quadrantix has seen a 25% growth in profits, and 40% of its customers currently use the product. “It has been easy to build a strong working relationship with Excel4apps, which has translated into increased revenue for us,” said Flores. “The margins Excel4apps provides are very good, and users love GL Wand. Many of them use it for all reporting tasks now and say they can’t imagine work without it.”
In addition to solid product performance, Flores says customer service from Excel4apps has been excellent, leading to an overall positive partnership experience. “Along with providing sales guidance and lead support, Excel4apps has been really great in responding to user requests for technical help,” Flores described. “There is no question that working with Excel4apps has been a really good opportunity. We just followed their recommendations and found success.”
Moving into the SAP Market
In 2011, Excel4apps named Quadrantix as recipient of its Oracle Partner of the Year award for competency and commitment in communicating the value of GL Wand and other Excel4apps products to customers and prospects. Quadrantix generated the highest global partner revenue for the Oracle category at Excel4apps in 2011 and decided to build on this success by offering the company’s SAP products.
Quadrantix is now marketing GL Wand for SAP, which is once again opening doors to increased sales, as well as a new customer base. Currently, several potential customers are trialing the product.