Posts Tagged ‘channelcentral.net’

h1

Avoiding ‘Tax on Use’ in CPQ Billing

October 9, 2018


Lots of channelcentral’s competitors use a Software Licensing billing methodology: cost per seat usually. Some bill based on utilization: the more you use the tool, the more you pay. It’s proportionate. It’s fair. It’s also madness; here’s why:

• Customers don’t like variable costs, at all.
• If you, or your customer, is trying to promote the use of CPQ tools versus manual ways to provide quotations to customers then why tax on use?
• Does adding a customer, or processing a quote, cost a CPQ Company anything?
• Win/Win billing systems (e.g. taking a commission from orders) quickly turn into Lose/Win or Win/Lose.

From the outset channelcentral set out to avoid ‘Tax on Use’. An annual subscription covers the cost of the service and includes the license, hosting, support and IT integration services. It includes unlimited utilization by Employees and Customers. Those subscribers know exactly what they were going to pay for the contracted term. Customers like predictable costs.

The more the customer uses the CPQ Application the lower the cost per quote or transaction. If channelcentral improves the functionality of the CPQ Application, resulting in better results or greater utilization – the subscriber is getting ‘More for the Same’.

On a similar thread some of our competitors have different costs for different feature sets. This is a stealth tax – demanding higher costs for features that already exist and don’t really cost more to add. Having a fully inclusive service for a customer adds to the subscription feel and generates greater goodwill and loyalty.

channelcentral’s experience is that its subscription model promotes higher utilization and delivers better results, with less complexity than models that tax on use.

h1

Auto-Add: Friend or Foe

October 4, 2018

A common technique in Configure Price Quote systems is to automatically add something to the Shopping Cart once a ‘parent system’ is loaded by the user. Unless the Manufacturer mandates the addition it can easily be removed or displaced. Question is: if the software, hardware or service is not mandatory why add it in the first place? Common answers:

1. It’s recommended by the Manufacturer or Channel Partner.
2. You’re probably going to add it anyway.
3. People are forgetful.

The real answer though is: it delivers significant improvement in ‘pitch rate’ and this ultimately leads to an improvement in ‘attach rate’. Pitch being what is quoted, Attach being what is sold. channelcentral has seen up to 100% increases in pitch rates with Auto Add. Yes it’s a blunt instrument but hey.

Friend or foe? It’s about making the recommendations relevant and appropriate. If you are trying to attach a $2,000 service to a $500 System Unit it will most likely end in ‘serial deselection’ by users and a few complaints to boot. If you are adding several items to the Shopping Cart the user will be confused and abandon.

Get it right and you’ll see numbers improve, get it wrong and utilization could suffer. Better still analyse deselections and what products are commonly used to displace the auto-add. Continuous improvement. Make it easy to remove but make it as easy to add an alternative product (use Top Recommended Options or Product Sub-Filters to help the user).

Auto-add: friend if done right, foe if not.

h1

Annual Company Meeting #11

October 2, 2018

31st July 2018 saw channelcentral complete its 11th year of trading. Once the dust had settled on the Annual Accounts, we held a Company Meeting in our Tewkesbury Office for all staff. Aside from discussing the financial results and outlook it was an opportunity to welcome new starters, hand out some awards and review what our staff think of channelcentral via our annual Company Survey:

• In part due to “re-on-shoring” some of our Development function, our net headcount increase over the last 6 months is 8 heads. channelcentral has 33 Employees (including sub-contractors). 5 years ago that number was 10. Now we have 10 Developers!

• 5 of our 33 Employees either have been, or still are, Apprentices. Another 2 either have been, or are, Undergraduate Placements.

• Via our Company Survey we improved in almost all areas. 100% felt satisfied or very satisfied in their jobs.

We handed out awards to:

  • 5 employees who have reached 3 Years of Service.
  • 2 employees who have reached 5 Years of Service.
  • 1 employee who has reached 10 Years of Service, and has therefore earned a sabbatical.

This year’s award was themed “Snapchat Selfies”.

‘We would like to thank all of our customers, and key suppliers without whom we would not have succeeded thus far.’Tim Moyle CEO

h1

channelcentral Sponsors Canalys Channels Event, Barcelona 2018

September 26, 2018

We look forward to seeing you all there on the 9th-11th October 2018!

channelcentral is a proud sponsor of Canalys for the first time. Having experienced the event as a delegate, seeing what a magnet it is for Vendors and Channel Partners, we decided to open up the Marketing Budget. Our logo is displayed amongst ten or so vendors under the Emerging vendor category (see other Emerging Vendors below).

Two of our top Executives are attending:

Dan Mason, CTO and Founder of channelcentral.net.
https://www.linkedin.com/in/channelcentral

Greg Starks, CSO (Strategy) of channelcentral.net.
https://www.linkedin.com/in/gregstarks/

Both are available for 121 meetings via the Canalys Meeting App or more informally on a stand we’ve booked. So please tell us what you need to improve your customer experience.

It’s the perfect opportunity for our European customers to spend some face to face time with channelcentral.

Click here for more information about the event.

 

h1

HPE Delegates given a boost in Vegas!

June 26, 2018

Representatives from the Global IT Channel gathered in Las Vegas last week for the HPE Discover and Global Partner Summit events. As always it was an incredibly busy week as the industry’s elite networked and strategized!

channelcentral, a regular sponsor of the event and developers of the iQuote Configure, Price, Quote Software used by Distribution Worldwide, had something new to show this year. As delegates made their way through the transformation zone they were presented with an absolute game-changing service for their industry. The service is called boost! and attendees of this year’s event were fortunate to be amongst the very first to have a preview.

boost! is a Data Service that drives attach sales and shapes customer demand to improve your customers’ eCommerce experience. Imagine a typical webstore where you’re offered an additional product that has nothing to do with what you’re ordering, or even if it does, how do you know it is compatible? Then imagine a webstore with boost! offered as a Web Service and a pre-selected set of compatible options that are known to work together with the pre-installed features of the base product, across multiple categories. Enabling faster, high-confidence decision-making for technical products.

It’s more exciting than it perhaps sounds. boost! is fixing a known weakness in eCommerce that organizations have been unable to resolve. Using artificial intelligence, boost! will transform the way your customers’ can buy technical products from you, freeing up your pre-sales team to hunt down those big deals!

The feedback from delegates at HPE Discover and Global Partner Summit was unbelievable. Every delegate that was fortunate enough to have a demonstration wanted it in their webstore. Rack Simply, are a Partner based in the US, and are the first in the World to have boost! live in their webstore. Here’s what they had to say:

“boost! drastically improved the customer experience for Rack Simply. Before boost!, users were lost in endless accessory options that converted poorly. boost! and the team at channelcentral only recommend the most popular and likely attach options that transitioned Rack Simply from a website, to a seamless configure-price-quote experience.” Dan Mitchell, President, Rack Simply

channelcentral has spotted a gap in the online buying process of technical products: “It is essential that online stores do everything possible to keep customers captive on their own site during the complete buying process. Sites that use boost! can eliminate a common problem associated with selling more complex IT products; the temptation to click away to check compatibility and capacity. Instead, customers can select from options with confidence and visualize slot and bay usage.”
Greg Starks, CSO, channelcentral.net

After feedback at the events last week, channelcentral is excited to get to work on transforming the eCommerce sites of everyone it spoke to. For those that missed out and are wanting to learn more about what boost! can do for your eCommerce sales, please get in touch.

h1

Signs you need to improve the way you quote customers

January 26, 2018

social-banner-v1

For some, if you’re sending out quotes and hitting your targets, that may be enough, but often with our customers, we can find at least one area to improve.

 

 

We have some key questions that we ask to help us find out:

How long are your quotes taking to get out of the door?
If quotes can be made quickly they are more likely to result in sales success. If you’re finding, due to complexity, that your quotations have multiple touch points internally (or even throughout your supply chain), it can cause delays. Or perhaps you’re so busy, your teams’ just haven’t got time to respond to leads efficiently. It might be time to assess how you can shorten the cycle and improve quote conversion rates by 30%*.

Are your sales teams discounting too much?
In anticipation of winning a deal it is quite common to offer large discounts and these are not always feasible or financially viable for the business.  It can be difficult to manage even if staff are told not to go below a threshold. Looking at ways to manage discounting and grow attach rates will help protect profit margins. You could increase monthly quotation values by as much as 40%*!

How are your quotes calculated?
So many people are still using good old-fashioned spreadsheets! However good they are at using them, manual calculations always leave room for mathematical errors and out of date information. Sales Teams should be quoting with real-time information. Moving away from spreadsheets will not only speed up the quotation process but will decrease the chances of human error.

Do you require product specialists or solution architects to help your sales teams quote?
When specialist staff are required to support the sales team this not only increases your overheads but delays your quotation cycle. If you’re selling complex products it is impossible to expect your sales team to know the technicalities and compatibility of what might be thousands of products, but there is a more efficient way of supporting them.  You could reduce workload by as much as 50%*.

Is your customer service team spending too much time rectifying orders and managing returns? What if they could be using that time offering courtesy calls and managing customer satisfaction instead? If quotations are accurate and 100% validated every time, not only does it speed up the sales cycle but it can reduce the number of enquiries/complaints and reduce the impact of managing costly returns by 4.9%*!

Are customers waiting too long for delivery?
This might be because they are accepting quotations for products that are out of stock. If stock was transparent then an alternative solution could be found and delivery made quickly.

Is your customer base growing more quickly than your sales team?
Not a bad problem to have, but you will lose business if you can’t respond to all your leads. Harder still, when those leads are coming in from other countries with language and currency barriers. What if you could remove these barriers to entry and operate in any market where there is business?

After this quick assessment, there is a strong chance that at least one of these areas for improvement is an on-going issue in your business. So rather than just carrying on doing things the way they have always been done, let’s try and fix it.

Configure, Price, Quote (CPQ) Software is designed to:

•    Reduce sales cycles
•    Protect profit margins
•    Ensure accuracy with built-in validation
•    Be your product expert
•    Provide real-time information including stock and pricing
•    Operate in multiple languages and currencies

And much more beyond!

CPQ Software can be offered as standalone or integrated within webstores either as a plug-in or a single web service call, enabling customers to self-serve and manage their own complex quotations.

If you think it is time to improve the way you quote your customers then get in touch, for an informal discussion or download our whitepaper on Increasing Revenue and Reducing Workload to learn more.

*Source Data: HP and Westcoast Case Study “Westcoast empowers resellers with quotation tool”

h1

channelcentral opens US Office!

August 22, 2016

As we embark on our tenth year of trading, channelcentral is delighted to announce that it is opening its third office – this time in Boston, Massachusetts, adding the USA to our two existing UK office locations.

Americas

This is great news for channelcentral clients based in US, Canada and Latin America.  We have many customers in this region using our iQuote Service for Hewlett Packard Enterprise and HP Inc.

This investment is about improving the ease of doing business with channelcentral, providing a gateway into the value we offer through iQuote, Freebird and our custom CPQ solutions.

Tod Johnson, formerly of HP, is joining channelcentral and will be running the Americas business as Client Director. Tod is very experienced in the market, has a great network of contacts and really understands channelcentral’s differentiation and service proposition.

We asked Tod his thoughts on joining channelcentral and this is what he said:

“Being a part of a company like channelcentral, with such tremendous capabilities to drive sales across the technology spectrum is incredibly exciting. After 25 years in IT sales looking for the perfect tools and services that simplify, automate, and bring efficiencies to the labor of the sales process; I’ve not only found them, I now get to carry them in my bag and represent them having become a member of the channelcentral team. The tools and services of channelcentral worked wonders within my own sales experience; and believing in the channelcentral offering from the foundation of personal experience gives me a level of credibility with clients not often found in a career. Establishing operations in the USA is a great opportunity for channelcentral to expand and improve the already exemplary experience they offer clients in the Americas, and I am thrilled to be a part of it.”

As Tod joins us in the USA, we look forward to growing our market in the Americas region and working much closer with our existing customers.