Archive for the ‘Data Services’ Category

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Using data to facilitate B2B Marketplaces.

December 6, 2019

With the availability of the internet and explosion of eCommerce, consumer marketplaces have grown significantly over the last two decades.

B2B marketplaces are now predicted to grow significantly as the purchasing area of choice for the business purchaser.

channelcentral was interviewed in the November 12, 2019 Forrester research report, ‘Think SKUs, Not SOWs: How Marketplaces Will Shake Up Tech Selling’, which has identified B2B sales are struggling to accommodate more complex purchases in marketplaces.

Tim Moyle, channelcentral CEO is quoted, “Marketplaces, even Amazon Business, face issues selling complex, configurable tech products.”

channelcentral predicts that a key requirement from B2B buyers purchasing in a B2B marketplace will be the ability to see relevant add-ons, as well as product comparisons, visible pricing and reviews.

channelcentral has existing solutions to improve the B2B buying of complex product configurations in a Web Store environment. Currently the boost! Suite of flexible Web Data Services aimed at improving customers’ eCommerce experiences using Compatible Options, Recommends and Attach Patterns.

This same concept can be applied to B2B marketplaces. Just one area of improvement in the B2B marketplace evolution, nevertheless, an important one, to make the purchasing experience relevant.

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Application Punchout: Five Best Practices

February 28, 2019

In a recent Blog channelcentral discussed how using CPQ Data could drive a seamless user experience when configuring products within a Web Store. For those companies that don’t have the IT Development bandwidth to execute front end CPQ application, but still want to offer product configuration within their Web Store a “Punchout” is still the best solution. Punchouts are also referred to as Plug-Ins – for these purposes they are the same thing.

Here are five best practices based on channelcentral’s experience of working with Channel organizations:

Branding
If it’s possible: replicate your branding on the application you punchout to. If it’s not possible, use the branding from the provider or supplier with co-branding. Don’t do something in the middle it never works well and as Companies change brand as frequently as every 7 years, it’s likely you’ll get caught in a re-brand every 3.5 years (one for you, one for them).

Dynamic Data
Try to get dynamic data such as price and inventory in synch with your punchout application. Use Web Services to feed data in real-time. Otherwise the user can’t see valuable decision criteria in the punchout application, or worse, sees different data. There’s a reason you show stock and price in your Web Store, so there’s a reason you should show it in satellite applications.

Single Sign On (SSO)
“I need another login” said NO-ONE ever. If you are going to send a user from your Web Store to a punchout, let them know (include the legal stuff e.g. GDPR) and provide them with seamless access. No login screen.

No Hiding
If you’ve made the decision to add an application to your Web Store it’s because you believe it will help users and drive results. So when you place the link to it deep inside a complex, cascading menu system it’s going to rely on a fairly determined user to find it. Here are some other ideas:

  • Use banner adverts or site sidebars (if your site supports them).
  • Promote the tool in Blogs, Emails, Newsletters, Email Signatures etc.
  • Where relevant use “deep linking” so if the user is browsing a product in your Web Store and your punchout application adds value to that product, link from your catalogue.

Checkout
Once the user has used the punchout application, drive them back to your Web Store. Add to Cart, continue shopping, checkout. Go beyond just export or share.

With the right APIs all of the above can be achieved using relatively simple, yet secure industry standard techniques. All of channelcentral’s applications are designed to be hosted by a Web Store.

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Do Not Dilute – Innovating CPQ with Web Services

January 9, 2019

channelcentral sells subscriptions for Configure Price Quote (CPQ) applications that plug-in to Web Stores operating in the IT Channel. So, what happens when we talk to a prospect who doesn’t allow application plug-ins on their Web Store? We innovate.

When so many Web Stores use plug-ins, what’s the objection other Companies have with application plug-ins? From the feedback we’ve received over the last decade, mainly from Retailers/Resellers, there are three main reasons:

  1. Companies view their Web Stores the same way as companies would view a traditional High Street Store: with pride. They don’t want the user experience influenced by a third-party application that may look and behave differently.
  2. Many Retailers and Resellers pride themselves on a level of vendor independence. It’s a key differentiator, especially when a vendor sells direct. That impartiality also increases their portfolio (and in turn their addressable market) and credibility.
  3. Operating a Web Store is complex, so hosting numerous plug-ins increases that complexity. Making a change to, for example, a site’s security could cause plug-ins to fail.

In other words, these Companies don’t want to risk diluting their brand, their impartiality, or their eCommerce robustness.

So, how do you improve the user experience for Configure Price Quote in a Web Store that is incapable of delivering Configure Price Quote?

Use data instead.

channelcentral has invested in Web Services that deliver configuration data, so that any Company can deliver Configure Price Quote as a totally integrated experience. Here are some great examples:

HPE ProLiant Servers: https://racksimply.com/

Dell PowerEdge Servers: https://www.centralpoint.nl/

These Companies simply subscribe to a Web Service, and this service drives the user experience that they created.

Not everyone feels this way of course. Plug-ins are affordable, easy to deploy and very functional. channelcentral offers both.

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Data! Who Knew?

October 25, 2018

Well Tim O’Reilly, Founder and CEO of O’Reilly Media did. Way back in the Noughties he came out with this ‘often-quoted’ gem:

“We’re entering a new world in which data may be more important than software.”

Tim also spoke about the Internet as an Operating System: back in 2010! He has over 2 million Twitter followers; he knows what he’s talking about.

In our experience data has different meanings depending on context: source data for driving CPQ engines, dashboard data for reporting success and ROI, APIs for exchanging data to enrich the user experience etc. That’s where we’ve been but look to the future and new things are possible.

Meanwhile, Data is getting a bad name – specifically:

  • Data Tracking: search for an item on Google and then see banner adverts appear all over the internet, like you’re being stalked.
  • Big Data: people who bought this (mobile phone) eventually bought (cat food) or here’s a perfect job for you based on snippets of macro data.

A lot of conversations we have with customers and prospects focus on ‘user experiences’ and the inevitable ‘feature fests’. More recently though new customers are talking about data services displacing application services. Some organizations don’t want to add another third party application into what can often be a complicated ERP or CRM system. However, they are very interested in the data to drive their own native applications (SAP, NetSuite, Magento, Salesforce).

That’s why we developed our boost! Services: Web Services that deliver data to improve business outcomes.

See how much of Tim O’Reilly’s “Internet Operating System” came true:
http://radar.oreilly.com/2010/03/state-of-internet-operating-system.html

Learn more about boost! Web Services:
https://channelcentral.net/boost.asp
https://racksimply.com/