Channel enablement logics and capabilities

1.Introduction #

Distribution and channel logics are available out of the box:

  • Parent (the MSP usually) deals with Vendors, and decides the catalog composition for Distris together with Wholesale Prices
  • Distributors sell-in to Resellers (VAS, VAR, business partners, dealers, agents, etc.)
  • Resellers sell-out to End-Customers (applying a Recommended Retail Price imposed by the MSP, or building up their own price strategy)
  • Each Reseller can bill/invoice autonomously, or on behalf of the Distributors (useful for Agents/Dealers)

1.1.Product/service assignment rules and pricing logics, along the chain #

Main Product / Pricing logics:

  • The Parent (the Service Provider, usually) deals with Vendors, acquiring Services at the “Vendor Price” negotiated with the Vendor
  • The Parent decides the catalog composition for each Distributor,  as well as the “Wholesale Price” for each Service Plan
  • Each Distributor decides the Service Plans that he wants to assign to each Reseller, together with the respective “Sell-in Price” applying a markup to the “Wholesale Price”
  • Each Reseller decides the “Sell-out Price” to publish to its End-Customers for each Service Plan. Sell-out Prices can alternatively be imposed by each of the actors up the chain (typically, Vendors that impose a Recommended Retail Price)

Each actor down the chain (from ISV to Reseller) can also:

  • Add VAS (Value Added Services, AKA extra-resources) to empower its own offer (like setup, training, support, devices, etc.). All pricing models available in Cloudesire can be applied also to VAS (typically: one-off, subscription, consumption)
  • Build up its own coupons (% discount, price override, trial extension | reusable or not | with/without time limit)
  • Build up its own bundles, hence configure the (discounted) price of each bundled product

1.2.Available Billing/Payment scenarios #

Scenario 1 – Self-Billing

  • Cloudesire provides to the Reseller the billing instructions (namely: who is consuming what, and respective duration)
  • The Reseller invoices to its End-Customer, and collects the payment through its own properties (online or offline)

Scenario 2 – Billing on behalf

  • Cloudesire invoices the End Customer with Parent or Distributor or Reseller administrative data (VAT, etc.) – can be set for each Reseller
  • Cloudesire collects payments through its own payment gateways
  • Cloudesire pays back each due amount up the chain to ISVs, Parent, Distributors, Resellers, Cloud Providers

Scenario 3 – Billing

  • Cloudesire invoices the End Customer with Parent or Distributor or Reseller administrative data (VAT, etc.) – can be set for each Reseller
  • Cloudesire collects payments, through the payment gateways of the Parent or Reseller
  • Cloudesire calculates each due amount, to be paid by who has collected the payment along the chain to ISVs, Parent, Distributors, Resellers, Cloud Providers

For each Scenario, the Reseller has both the “push” and “pull” selling modalities available:

  • push → the Reseller insert the order on behalf of its Customer
  • pull → the Customer buys directly from the Reseller store

1.3.Other relevant features #

  • an actor cannot visualize any data relating to its peers (example: a reseller cannot see the sell-in prices applied by its distributor to another reseller)
  • actors down the chain cannot visualize any data that relies to an actor up the chain (example: reseller cannot see the price at which its distributor is buying a given product)
  • prices can be decided by each actor relating to its adjacent down the chain, or RRP can be forced by Parent
  • prices for each service can be set different between peers by the actor up the chain
  • Parent can deactivate one or more distribution tiers (up to Parent selling directly to End Customers)
  • each Store can be set as:
    • standard → all listing and transaction features enabled
    • listing → products and prices are visible, but transactions are disabled
    • showcase → products are visible, prices are masked and transactions disabled
  • each store can be customized:

 

2.Parent functionalities #

In order to start enabling the parent-child support into the Cloudesire platform, the Parent needs to assign one or more products to each Distributor.

To do this, once logged as Parent, click on the Catalog menu item and then on the Distributor-Products menu item. On this view, you can search by Distributor name and/or by product name for filtering the list, otherwise you can select a single Distributor and then click on the “add product” button on the top-right to select a product to be assigned to him.

Each Distributor-product assignment can be deleted (but only if no subscription was activated before for the corresponding product, through that specific Distributor channel).

The Distributor-Catalogs view provides a list of all the associations created with the previous tool, together with all the product assignments made by each Distributors to his Resellers.

It’s possible to filer the list by searching for Distributor name, Reseller name and product name.

3.Distributor functionalities #

The Distributor can access to his catalog by clicking on the namesake menu item.

By clicking on the “assign” button is possible to assign the specific product to a Reseller: a dialog is proposed, where the Distributor can search a Reseller (by filtering for his name) and then set the sell-in markups for the one-off / subscription / extra resources / cloud resources costs.

All the already created sell-in configurations are listed in the Sell-In Config view:

By clicking on each row in the list, 3 new buttons should be proposed on the top-right: “assign”, “edit” and “delete”.

The “assign” button can be used if no sell-in prices was assigned for the specific product; if pressed the previously described dialog will be proposed to create the configuration.

The “delete” button will unset the sell-in prices for the selected product-Reseller assignment: this is obviously possible only if no subscriptions was created on that specific channel.

The  “edit” button can be used to change the current sell-in price configurations for the selected product-Reseller assignment: of course the new sell-in prices will become effective only for the successive subscriptions.

If no row is selected the “assign” button is shown on the top-right: by clicking on it, the Distributor can create a new sell-in configuration from the scratch on this interface, where is possible to configure the sell-in markups both for the one-off costs and the subscription cost:

By clicking on the “Extra-Resources” tab, the Distributor can also set the sell-in markups also for the extra-resources to be sold together with the product.

If the product to be sold is a deployed application then the “cloud-pricing” tab is also provided. In this section, the Distributor can set the sell-in markups for all the cloud resources unit prices, given a selected cloud provider (among the all supported by the platform).

The Distributor can also easily access to a real-time sales reports through his Resellers’ channels. This functionality is provided by the Proceeds view, where is possible to filter by date-interval (also having the partial totals in the last records pagination) and by Reseller name.

 

4.Reseller functionalities #

The Reseller can access the Sell-Out Config section to browse the sell-out prices related to all the products listed in his catalog. This view is filterable by product name.

By clicking on a specific row, a dialog will be provided, where the Reseller can configure the sell-out prices both for the on-off and the subscription pricing components:

The “Extra Resources” tab will provide the possibility to set-up the sell-out prices for the extra-resources to be sold together with the product.

If the product to be sold is a deployed application then the “cloud-pricing” tab is also provided. In this section, the Reseller can set the sell-out prices for all the cloud resources units, given a selected cloud provider (among the all supported by the platform).

The Reseller can change the sell-out configurations for a product anytime: of course the new prices will be applied only in the successive subscriptions.

The Reseller can also easily access to a real-time sales reports. This functionality is provided by the Proceeds view, where is possible to filter by date-interval (also having the partial totals in the last records pagination).

 

5.Self-creation of distributor/reseller marketplace URLs #

The platform automatically creates dedicated domain names for each distributor / reseller marketplace.

By default, the platform creates URLs following this pattern:

  • reseller marketplaces: https://reseller_unique_username.resellers.parent_domain_name.com
  • distributor marketplaces: https://distributor_unique_username.distributors.parent_domain_name.com

In order to be able to activate the above mechanism, the platform should be able to dynamically create DNS records for the parent_domain_name (a wildcard SSL certificates is required).

Of course it’s also possible to – manually – configure custom domain names for distributor / reseller marketplaces.

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