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2018 Blogs, Blog

As per analysts’ forecasts, revenue generated by global B2B players from their online platforms is expected to reach US$6.7 trillion in sales worldwide by 2020. While more & more B2B players are going online, it needs to be noted that B2B models are more complex than B2C models, e.g.:

  • Higher frequency of transactions per customer & order volumes
  • Price fluctuations and longer-term contracts & business relationships
  • Need for multiple user management, levels of approvals/workflows

Specific to the High-Tech distribution industry (comprising of distributors in IT, Telecom, Consumer Electronics, etc.), they are being disrupted with:

  • Shrinking margins in traditional business models
  • New entrants coming with online models
  • Shift in Enterprise Buying Behavior from “Asset” (Capex) to “On-Demand Use” (Opex)
  • Push from OEMs to re-model business – from “offline and volume” to “online and value

These triggers are driving their need for:

  • Wider set of offerings to cater across larger geographies
  • Bundled offerings to re-orient from “transaction” to “lifecycle”, with higher margins
  • Real time visibility with Analytics across the Supply Chain for better efficiencies
  • Self-Service” Portals for better user experience and information on-demand
  • Managing renewals efficiently and timely

Our “RL Catalyst Cloud Marketplace” solution covers their business processes like:

  • Partner/Reseller Registration, On-boarding, Credit limit, Order Placement & Billing
  • End-Customer On-Boarding, Spend Limit Monitoring & Modifications
  • Contracts, Order Fulfilment, Returns, Vendor Bill Reconciliation
  • Catalogue & Content Management
  • Pricing, Discounts, Promotions, Rewards & Loyalty Management
  • User Roles Management, Reports & Dashboards

The value that our solution drives include Increased Revenues, Reduced Cost of Operations, Increased Efficiencies & Faster Time to Market. It also covers the need for “Day After Cloud” management with “RL Catalyst ArcNet Command Center” for providing integrated Cloud Care services, which makes it a differentiated solution for Distributors, CSPs, MSPs and Hosting Providers.

We further believe the context, applicability and value of this solution is also relevant for B2B Distributors in other industries with a multi-layer distribution model like Pharma, FMCG, CPG, Automotive, etc. – where Cloud-driven online business models are driving them towards Digital Transformation.