Posts Tagged ‘Resellers’

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Future trends in Distribution services – Looking forward in 2018 & beyond

February 28, 2018

Having served the IT Channel for a decade and working with Manufacturers, Distributors and Resellers in over 60 Countries, channelcentral is well placed to observe Channel movements and trends. We recently contributed to the IT Europa Channel Predictions report, so we thought we’d share what we had to say:

Traditional IT buying and selling motions are under pressure to evolve.  Our Chief Strategy Officer, Greg Starks, believes that, “The lines between traditional upfront selling and Device-As-A-Service/Software-As-A-Service will continue to blur. The channel [distribution] will offer hybrid financing that address selling upfront + As-A-Service together. This will allow partners and customers to visualize packaged As-A-Service offerings alongside financed custom solutions as a comprehensive OpEx payment timeline.” We hear manufacturers talking about Device-As-A-Service every week. We recognize the role that distribution now plays in the ‘As a Service’ IT procurement model and partners who engage closely with distribution will be more successful.

As-A-Service offerings will increasingly be seen as a way of ‘locking customers in’ and earning their loyalty.  Everything that is offered ‘As-A-Service’ needs to be validated, yet you still want to give your customers choice and not be too prescriptive. Packaging/bundling up an ever-wider number of products, whilst managing your customers’ journey and still offering them choice, will create a need for more sophisticated eCommerce sites that have integrated Configure, Price, Quote (CPQ) software. Without this, the management of these offerings is extremely resource intensive. Traditionally, distributors have had to assist customers with their hardware configurations or ask them to click out to hosted CPQ software.

There is still a time and a place for this level of complexity but we will be seeing a shift in the market. Already, hosted CPQ Software has an ever-growing number of attach options to fulfil the ‘As-A-Service’ model but what if Partners can leverage their offerings even more easily than that? Greg Starks, thinks that “Manufacturers and Distributors will invest in point solutions to bring just enough CPQ Software into self-service IT buying. Beyond just configuration, tools that help to shape demand toward the high-confidence products that can be delivered immediately.” These are likely to be served as ‘plug-ins’ to eCommerce systems with full basket integration.

As distribution advances its capability to aggregate their breadth of suppliers into packaged “As-A-Service” offerings, smart Partners can take new, more appealing sales propositions to their customers. In the Noughties End Users would reach out to their resellers when they had CapEx available to spend on a specific project. If a Reseller won a €2m deal one year they’d be expected to win one next year and the year after. How do you resource that? Fast forward to now and that’s now OpEx spread over several years.
As-a-Service is not just about predictability of revenue and removing barriers to driving new IT projects there are other advantages including:

1. Partners become strategic to their End User as they sign long-term contracts to provide IT Cloud or Infrastructure projects based on a Managed Service.

2. Distributors now represent hardware, software, services, finance and cloud vendors making the choice of solutions near infinite. Partners can guide end users to truly optimized solutions.

3. Partners (usually) bill the customer monthly and that’s a good thing – consistent interaction with a customer gives Sales opportunities to engage, seek feedback on the effectiveness of the solution and identify new opportunities.

4. Software-As-A-Service is incredibly easy to audit versus traditional licenses ensuring the End User is compliant but also the sales opportunity is maximized. Businesses without full “license” compliance equals a lost revenue opportunity as well as a risk to their business.

5. Working indexing into contracts means that margin is protected over the term (example would be linking the price to the Retail Price Index or similar).

6. There’s such a great opportunity for partners to differentiate here and that means less price comparison.

7. End-users need help. Yes, commodity resellers sell servers and over time similar companies will use technology to improve that experience, but partners are best placed to recommend solutions.

Do you need help implementing your As-A-Service business model? We can certainly assist. Just contact us for an informal discussion. We’d be glad to offer you advice.

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Celebrating a Decade in the Channel

August 29, 2017

August 2017 marks 10 years of channelcentral being in business. We are incredibly excited to be celebrating. It has taken a lot of hard work to get to where we are today, made slightly harder by the Global Recession that coincided with our launch!

In August 2007 channelcentral started as a team of just 4 people working out of a spare rooms. A year later, our flagship product, iQuote, was born. Today, iQuote is used around the world in over 60 countries by Hewlett Packard Enterprise and HP Inc. customers. This configure, price, quote (CPQ) software has helped grow their businesses and provide efficiencies within sales teams in hundreds of Distributors and Resellers.

Off the back of iQuote’s success, channelcentral has been able to develop new CPQ Software services, Product Selectors, B2B Sales Portals, and Smartphone Apps as well as many custom built developments to assist the IT Channel. Our Software has been shortlisted for a few awards along the way too!

Today, channelcentral has 2 UK offices and a presence in the US and Colombia to support it’s ever growing business. With 29 members of staff, many of which have come from the IT Channel and are experts in their field, channelcentral is looking forward to the next 10 years and developing many more software solutions for IT Vendors, Distributors and Resellers.

At our Company Meeting held in August 2017 we reflected on the last 10 years and enjoyed an obligatory cake. A huge Thank You to all of our customers for helping us get this far. We wish we could have saved you some cake!

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See the All New iCreate Software for Westcoast!

January 30, 2017

iCreateWe are delighted to announce the latest release of our iCreate Configure, Price, Quote (CPQ) Software for Westcoast Distribution. The Software is now bigger and better than ever. It has never been easier for Resellers to sell the entire HP PC range to their customers’ exact requirements.

Here are just a few of the reasons Resellers should be using iCreate from Westcoast Distribution:

  • Configure the HP Workstation range
  • Configure the NEW HP Premium range
  • Configure by graphics card
  • Export validated quotes to Excel for upload directly into HP’s bid system
  • Save and name popular configurations for future use
  • Full slot configuration and accessory selection
  • Maximise your margin opportunity

And best of all…it is simple and easy to navigate!

Use the Westcoast iCreate tool today for all your HP business. Visit Westcoast iCreate.

iCreate is developed exclusively for Westcoast Distribution by channelcentral.net. channelcentral specialise in quotation software to enable the IT Channel Worldwide.

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How can you manage multiple Vendors and your entire Channel more efficiently?

November 30, 2016

email2_09Configuring, Pricing, and Quoting products from multiple Vendors can be a challenge for any Distributor or Reseller. Now you can manage them with a single tool and shorten your quote-to-order cycle, ensure quote accuracy and align your go-to-market strategies.

Multi-Vendor Configure, Price, Quote (CPQ) Software can manage all of your product data feeds, configuration rules, pricing and stock for all of your chosen Vendors’ product lines.

With Multi-Channel capability it can be used by your internal sales/technical/product teams, your customers and even your customers’ own customers!

Freebird CPQ Software, developed by channelcentral.net is a service which offers Multi-Vendor, Multi-Channel and multiple product types too.  Watch our latest video to learn more about Freebird.

To discuss Freebird, contact us today. CPQ solutions from channelcentral will save your company money on IT expenditure, whilst increasing the efficiency of your sales teams and your eCommerce reach with your customers.

Visit http://www.channelcentral.net/freebird.asp

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channelcentral at CompTIA EMEACON16

October 13, 2016

ComptTIA Premier Member LogoAs a Premier Member of CompTIA, channelcentral was invited to attend our first EMEACON this year in London.  The event was held in a great venue and attended by over 400 IT Channel professionals from a host a Managed Service Providers, Vendors and Resellers.

The event is a mix of certification sessions for those looking to build their CPD hours and IT Channel sessions for the wider community and is very well planned out. On Tuesday the event kicked off and we were fortunate enough to attend a lively session by the author Charlie Hutton, who gave some fantastic insight to Online Lead Conversion in his session “How to ‘Legally Murder’ your Competitors Online”. There were also a number of other useful workshops led by different thought leaders.

Also on Tuesday we heard from Tracy Pound, Managing Director of MaximITy who introduced a fantastic initiative to introduce more women into the world of IT. The #MakeTechHerStory campaign was launched and led many of the Professionals in the room to ‘let their hair down’ momentarily by finding innovative ways to wear the campaign bandana!

A great Day 1 was wrapped up with a drinks reception and fantastic Networking Dinner which was enjoyed by all.

CompTIA Stand PictureDay 2 saw the main foyer full of exhibitors who had an incredibly early start to set-up stands to promote their solutions to the rest of the delegates.

channelcentral was fortunate to have a great stand position and be given the opportunity to promote its Configure, Price, Quote (CPQ) Software and other services. It was a busy day with lots of insightful conversations taking place around the event, including more sessions for the Certification Partners and IT Channel that had a chance to expand their knowledge on Cybersecurity, the Internet of Things and the general state of the industry.

Thank you to CompTIA for a great couple of days of Networking. It was a good opportunity for channelcentral to meet new customers and build Channel relationships. The hospitality was superb and we look forward to joining CompTIA at many more events in the future!