Posts Tagged ‘channelcentral’

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

SEVEN Dysfunctional User Experiences Buying Services Online

September 25, 2018

If you’re selling services as an attach to IT products, you need to make it as easy as possible. Users will have searched, researched and selected a product, but without a service the user may be reliant on basic warranty that rarely matches the need or product lifecycle.

So when you’re purchasing that product it’s absolutely essential that attaching a service, potentially from a large list of services, is obvious, easy, intuitive, appropriate. It’s a shame that’s rarely the case and here are the main eCommerce blunders that users often experience:

1. Duo: a site is so poorly structured or has terrible data management that you have to buy the product, then circle back to find a service (often from a different web site), buy it as a separate journey, often to the same basket. And if you get it wrong…

2. Mashup: when looking for a service you have to trawl through all of the hardware accessories and software add-ons to find services.

3. Bookworm: there are so many services offered that you are reading dozens of part descriptions trying to decode them and select the best one for your budget.

4. TLA: product descriptions that use so many proprietary acronyms that part of your buying experience is Googling acronyms.

5. Shapeless: random parts in random order with no element of what the Manufacturer or Retailer would recommend.

6. Tumbleweed: literally nothing compatible is shown at all.

7. Cat Food: sites that use “Big Data” often offer items as complementary that are totally irrelevant. Cat food with your Laptop?

CPQ Applications or CPQ Data Services can fix this. Compatibility, recommendations, plain English filters, acronym ‘expanders’, consistent descriptions even through to Device as a Service plans. No more Cat Food.

Attaching services to products is a huge market opportunity for Manufacturers and Channel Partners. Very simple actions can drive major advances in user experience and ultimately Sales.

Click here for channelcentral CPQ Services

Click here for channelcentral boost! Data Services

 

h1

Engage & Grow update in iQuote

July 17, 2018

Engage and Grow is an increasingly popular Sales Program for Hewlett Packard Enterprise’s Channel. For years, the points rewarded as part of the Program have been recognised from iQuote sales.

With the Worldwide popularity of iQuote and the Engage and Grow Sales Program, it was felt that better visibility of the points available to the Sales Rep was needed when producing a quotation.

As such, a modification has been made in iQuote to allow users to see their Engage & Grow points when navigating through the Configure, Price, Quote Software. A breakdown of points will also be shown in a summary modal dialogue within the basket.

Engage and Grow Points in iQuoteThis visibility should serve to make the Sales Program more successful and increase the opportunity for reward to HPE Partners.

Login to iQuote today and start realising the benefits!

iQuote is developed for Hewlett Packard Enterprise by http://www.channelcentral.net

 

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

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.

h1

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!

IMG_0614