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Take Your Channel With You

In most cases, a multi-channel B2B Commerce strategy actually grows sales in a company's sales channels. However, to ensure that your channels adopt and promote your B2B Commerce initiatives, here are a few best practices that can assist in taking your channel along for the ride.

Let your dealers and distributors offer the best pricing. This is probably the #1 way you can avoid channel conflict as a B2B company. Undercutting on price is a huge no-no as it positions you as competition for your channel network. Refuse to undercut your local channel on price. Give your channel network the edge on price--they keep their foot traffic and you make up the difference in increased margin on online sales.

Promote your dealers and distributors on your B2B Commerce site. Your commerce site is going to catch a lot of attention from search engine crawlers and new customers alike. While B2B Commerce is a growing shopping method for a lot of businesses, there are still a fair number of who research online but still want to see a product in person before buying. Help those customers find a dealer near them and pass the leads on to your channel partners for follow-up.

Create special dealer- and distributor-only promotions--and then promote them online. While it might seem counter intuitive to promote in-channel sales and discounts on your B2B Commerce site, it's actually a good commerce practice for avoiding channel conflict. Your physical locations get the boost from real-time only offers and promoting it on your site lays the bait for those "researchers" who might otherwise defer their purchase until a later time.Provide the systems needed to effectively run a multi-channel on-line business. The B2B Commerce platform you use to run your marketplace and to deliver the features and functions needed by your channel and end-users is essential to ensuring that the decision and purchasing process delivers a great experience and so that you can properly manage your entire value chain.

B2B Commerce holds great opportunity for you and your channel if implemented properly. But one things is for sure, any software vendor that does not have a multi-channel B2B Commerce strategy will find their sales coming under increasing competition and if they do not take there channel along with them, they will lose a substantial part of their sales and service capability.


© Saxum Commerce

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The Skills available in your ecosystem are critical to your success

People and businesses with a diverse set of skills make up the software vendor’s ecosystem or supply chain and these skills are critical to the successful sale, implementation and support of systems for end users.

Having visibility of these skills on a global basis provides an invaluable tool for ensuring that the vendor remains competitive by knowing where skills can be deployed or where training and recruitment may be required.

For service providers wanting to promote their specialist skills and for customers needing these skills, a web search engine cannot provide the fine grained results showing the availability of approved skills resources quickly and easily.

Where new projects are being resourced, simplifying the process to promote the project and invite responses for the provision of the services required for the project would make the customers life a whole lot easier.

A Skills Market would provide a substantial solution to these issues and would ensure that:

Projects are efficiently resourcedChannel partners, with the appropriate skills, can be found and contractedThe customers can quickly and easily find appropriate resources to assist with their projects


© Saxum Commerce

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Build Channel Adoption of Your Cloud Initiatives

For those vendors that rely on their channels to go to market, there is the challenge of motivating them to adopt new business, deployment and revenue models. 

In this post, we look at some of the challenges being faced and solutions to them.

Revenue Sharing

In the past a license would be sold, the customer would pay a lump sum fee and the partner would take 30% of the proceeds.

The license fee, if we were to ignore annual maintenance fees for this purpose, represented the lifetime value of the deal and all parties involved would share in it.

Continue reading


© Saxum Commerce

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Saxum Commerce are leaders in providing solutions that are critical to the success of a digital vendor's commerce strategy while also assisting them in improving their customers' experience, reducing sales friction and driving revenue growth so that they can focus on their strategy and not the systems that underpin it.