CompaqPlus puts partnerships online

Compaq has taken its business on-line as part of its strategy to capture a larger share of the small and medium business market. The initiative, CompaqPlus, is an e-commerce program developed to sell Compaq`s high-volume product range to the end-user via the Internet or Compaq`s own CRM call centre, with fulfillment through authorised Channel Partners.

While this concept may sound like we are in direct competition with our channel partners, the opposite is, in fact, true.

Louis Seyffert, CRM director, Compaq

Says Louis Seyffert, CRM Director at Compaq Computer, "While this concept may sound like we are in direct competition with our channel partners, the opposite is, in fact, true. Compaq is working in close co-operation with its channel partners to bring additional business to them. Our e-commerce program acts as a single front door through which end-users can order their goods with our resellers adding value by taking responsibility for invoicing, delivery, installation and support. It also gives the reseller the opportunity to sell additional products such as software and printers."

"This business model has been successfully implemented by Compaq internationally in countries such as United Arab Emirates and the Czech Republic, giving the company and its resellers easier access to one of the fastest growing markets for Intel-based products. Visibility is increased whilst streamlining the ordering and delivery process." says Seyffert.

CompaqPlus consists of an e-commerce enabled Web site (http://www.compaqplus.co.za), toll free CRM Call Centre, printed catalogues targeted at small and medium businesses and an on-line order management system for CompaqPlus channel partners. Customers, ordering via the Web site or the call centre, simply select the products they require and the preferred channel partner. Once the order is placed, the relevant channel partner is notified automatically. The partner can then process the order and initiate the delivery using the integrated order management system.

Resellers can become a CompaqPlus partner by registering with Compaq`s call centre. Registered resellers will be listed on the Web site and can link their own Web sites to CompaqPlus to create an on-line store. Compaq will run continuous, demand-generating activities in order to create a steady flow of customers for partners who will also benefit from the reduced overheads in order management.

Bradley Pulford, Compaq Business Unit Manager at Siltek Distribution Dynamics, comments, "From a distribution perspective CompaqPlus offers a strategy to market which is unique. Its ease of use complements Compaq`s e-commerce strategy and gives the reseller the ability to trade real time in an industry that demands 24 x 7 focus. SDD is committed to Compaq`s strategy and will offer all the value required to complement and support these initiatives." Pulford adds that although trading appears transparent CompaqPlus allows all parties in the IT Supply chain to be involved - Vendor, Distributor and Reseller. "CompaqPlus is a campaign that should be taken advantage of, it is an opportunity not to be missed."

According to Andr'e Wollheim, Compaq Enterprise Product Manager at Tarsus Technologies, "CompaqPlus has proven itself in European countries and should prove very successful in the South African market. CompaqPlus should attract the type of customer that we have been missing up to now. We are looking forward to a successful implementation."

Adds Seyffert, "Judging by the rate at which our existing channel partners have registered on CompaqPlus this programme has been warmly embraced by the channel."