Within the ever-evolving VAR channel for
Information Technology products and services, one thing is
certain. E-Business and the
strategy of enhancing one's business by applying
Internet technologies and process automation for improved efficiencies, is
the way forward.
In an industry
where the majority of products sold by all resellers are
essentially the same, the value provided by the
'Value Added Reseller' comes via the solutions, services
and expertise they provide. But IT solutions
require hardware, software and services.
remain competitive, a forward-thinking VAR
strategy must include the ability to deliver
those solution components in the most efficient
manner, and equal to the customer expectation.
expectations have definitely changed. Conducting
business online, with Internet-enabled
efficiencies, for both sales teams and customers
alike is now a requirement for many
organizations. And the future here is very clear.
e-Business automation can not only provide the
conduit for handling business transactions
online, it can provide an electronic resource
for the entire VAR organization by
streamlining the sales process itself.
e-Business versus e-Commerce.
What's the difference?
E-Commerce (using the web to transact
merely one tactic used within an e-Business strategy.
The aim of e-Business is to focus your efforts around
making of all of your business processes more efficient
through the application of Internet technologies. By
utilizing Web-based tools you'll be able to manage the entire
business more effectively. At the same time,
by enabling your customers to move toward an online business
relationship, both you and your customers can work together
IT VAR, making it more convenient for your customers to
conduct routine transactions online will free up your sales
team for higher value activities. And your customers
will appreciate that you've helped them take their own costs out
of the process of obtaining your products and
services. You'll save them time and money
and lock them in a long-term customer. That's
a Value-Added service they won't forget.
What is it? Why
is it important?
Business to business (B2B) oriented IT
Resellers, having built their organizations by
developing strong account relationships, know that no two customer relationships are the same.
To truly engage customers online you
must have the ability to respond to their unique
needs in a completely individualized manner,
when required. To move routine sales
transactions online, where the efficiencies of
electronic communications and process automation
can be realized, the added value of this new sales
channel must be readily apparent to the
customer. It must speak to their own
needs, and focus and guide their actions to
insure that over time it will become a preferred
method of working with your firm.
Multi-Portal e-Commerce as delivered by ProSel
/IT provides you, the reseller with not just a single
e-commerce store-front, but rather a method for
easily creating and managing any number of
individualized 'transaction-ready web portals', either private or
public, for each unique customer need or
opportunity. This approach completely
eliminates the risk of having a system that cannot handle
the specific customer requirements you are likely to
encounter as you fully embrace an e-Business strategy.
portals can be configured and fully
customized to reflect unique client requirements and your
own client-specific sales and marketing strategies. The portals can be
accessed from your website, or linked directly
to the customer's own intranet allowing them to
conduct business with the ultimate of
This 'personalized' approach can go a lot
further toward building the efficient, long-term
relationship you are seeking. To achieve this,
your portal for that customer must reflect their
own needs, in terms of products, presentation,
pricing, process, user access, and features.
Their portal site may be exactly like no other,
and you may create as many portals as
you need for any opportunity or purpose.
This personalization is where ProSel /IT excels - and it is
key to moving your business online.