This Product Streamlines Office Tech Diversified Pricing with Dedicated Tools

Office Tech Dealers are diversifying into products that bring in different types of revenue. A proposal might include billing for a piece of hardware, billing for setup hours, monthly service billing, and unit-based billing, like number of copies made.  

Quoting deals like these with a generic quoting tool can be a lot like fitting a round peg into a square hole – creating fractions, having hourly work and hardware quantities in the same column of a table… Since these different types of revenue are billed and priced differently, frustration with a generic tool and lack of clarity to the customer can result.  

To avoid this, SalesChain has built pricing tools dedicated to different diversified products and services common to office tech dealers. 

Understanding the Revenue Buckets 

Let’s briefly define the four main revenue streams that dealers typically manage: 

• Unit-Based Billing (UBB) Revenue: This is revenue based on usage, like the number of copies printed or the machines serviced. 

• Hardware Revenue: This revenue comes from selling or leasing office equipment, like copiers and printers. Customers may pay through leases, outright cash purchases, or, occasionally, rental agreements. 

• Monthly Recurring Revenue (MRR): These are ongoing monthly charges for managed services, maintenance contracts, or subscriptions ensuring equipment stays operational and effective. 

• Block of Time (BOT) Revenue: This is revenue from hourly services, such as installation and initial setup of equipment. 

How SalesChain Supports Each Revenue Bucket 

Unit-Based Billing (UBB) 

SalesChain simplifies tracking and pricing your UBB revenue by clearly displaying how many copies are run on any given machine and how many machines you’re servicing, all managed within our industry-leading Service Pricing tool. Moreover, reps can adjust UBB Pricing within set bounds to make sure a deal meets the numbers you need. 

Hardware Revenue 

Whether your clients lease, buy, or rent hardware, SalesChain makes pricing and quoting hardware easy. With the Products and IT Products Tabs, reps can add and combine machines and accessories, adjust pricing, and couple these items with other revenue types like managed services or install hours.  

Monthly Recurring Revenue (MRR) 

With SalesChain, accurately quoting and managing monthly recurring charges like managed services or maintenance is simple and easy. You can quickly price deals tailored to meet monthly revenue targets, particularly useful for managed IT services and maintenance, directly within the Services tab. 

Block of Time (BOT) Revenue 

SalesChain lets you easily price and bill installation and configuration hours, clearly organizing these charges within the Services tab. This allows SalesChain users to assign value, quote, and invoice their time-based service and project work. 

Real-World Use 

Here’s an example of how these buckets work together: imagine your dealership sells a copier (hardware revenue) through a lease. Initially, there’s a BOT charge for installation. After setup, you begin charging monthly MRR to keep everything running smoothly. On top of this, month-to-month billing for UBB kicks in based on customer usage. 

With SalesChain, managing this complex billing structure is simple and easy because our purpose-built toolset was specifically designed with your different revenue streams in mind. 

By using SalesChain’s specialized CPQ tool, dealerships improve accuracy, profitability, and customer satisfaction across all revenue buckets.