Archive for the ‘Marketplace’ 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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Marketplaces are not all the same

November 22, 2019

One aspect of eCommerce being tipped as a huge growth area is Marketplaces.  Leading Technology Analyst Firm, Forrester¹, is predicting that small businesses and motivated enterprise buyers (especially those buying indirect goods) will flock to a place that offers choice, makes comparisons easy and pricing visible, features reviews, and has add-ons just a click away.

If you’re thinking, “This is something that I need to get into,” then one thing to consider is that the term Marketplace covers a diverse set of organizations; in the same way that “High Street” no longer means grocers and newsagents.

There is a high-level differentiation between a Marketplace and a Web Store.  A Marketplace attribute is one or more of the following:

  1. Must be multi-vendor (so the Fitbit Store is not a Marketplace).
  2. Must be multi-seller (so a traditional Reseller like eBuyer or Insight doesn’t qualify).
  3. Can allow the same product to be sold by more than one seller at a different price.
  4. Can be single platform (Apple, Google, Salesforce).
  5. Can be single product/service (Air BnB).

 

Marketplace operators face different challenges, largely depending on which of the “can” attributes they address. Air BnB solved the complexity of booking dates, property attributes, owner preferences once. Apple, and to a slightly lesser extent Google, introduced review procedures to ensure that apps available for their platforms conformed to a certain standard. Salesforce likewise.

Marketplaces that are true multi-vendor, face different challenges, as any complexity associated with the product or service, they are offering has to be solved for each product type and potentially each vendor. In our next Blog, Using Data to facilitate B2B Marketplaces, we look at how channelcentral seeks to solve some of those complexities.

¹”Think SKUs, Not SOWs: How Marketplaces Will Shake Up Tech Selling”, Forrester Research, Inc., November 12, 2019

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Multi-Vendor PC as a Service (PCaaS) in Market Pro

October 4, 2019

Back in January 2019 channelcentral Blogged on how CPQ was an enabler for PC (or Device) as a Service (PCaaS):

https://channelcentral.blog/2019/01/15/how-cpq-fuels-pc-as-a-service-pcaas-growth/

In fact, without CPQ, it’s difficult to understand how PC as a Service can exist. PCaaS isn’t (today) a one stop shop: it’s rare that a PC Manufacturer provides Hardware, Services, Software and Airtime. PC, Services, Operating System sure. Office 365 or Google Docs? 4G (or 5G) airtime contracts? Not so easy.

To solve this, channelcentral has invested in one of its CPQ platforms (Market Pro for HP Inc) to support true multi-vendor PC as a Service. Solve is the word too. We had to architect in a few areas:

  1. In the film Ghostbusters crossing streams was a no no. In Market Pro we had to ensure that we didn’t combine Capex (think payment up front) with Opex (think Finance contract).
  2. We wanted to leverage the work we’d done with HP Services, who had created innovative suites of services to support “as a Service” procurement and lifecycle management/support.
  3. We also wanted to leverage the support for Indicative Finance.
  4. The solution had to be flexible, so that a Market Pro Host could choose, and ultimately self-manage the portfolio of subscription products.

The outcome?  When a user applies Finance to a quotation, we flip into “as a Service” mode. Users can apply the HP Services in either mode. The hardware and services become a monthly subscription and the user is presented with complementary subscriptions. The first host to offer Multi-Vendor PCaaS chose to include Office 365, OneDrive for Business, Exchange Plans (for Shared Mailboxes) and Webroot SecureAnywhere Business Endpoint Protection.

Want to find out more on how CPQ can facilitate PCaaS?  Email marketing@channelcentral.net