Last month, Insight Enterprises announced APC by Schneider Electric was the winner of Insight’s inaugural Marketing eCommerce Partner of the Year Award. The distinction is highly gratifying to us, but I hope it also serves as an illustration of the power of e-commerce today and the opportunity it presents for all of our partners.
Insight is a Fortune 500 company whose 11,000 employees provide IT solutions and services to organizations of all sizes under its Insight Intelligent Technology Solutions™ brand. The award was presented at Insight’s annual, two-day Synergy partner event in Phoenix.
A winning e-commerce strategy
The award is fulfilling because APC’s North American Secure Power team has been making a concerted effort the past few years to help our partners capitalize on the opportunity the e-commerce channel presents. Just as in the consumer space, B2B buying habits are changing, with customers increasingly going online to research and buy products, often without ever involving a salesperson. We recognized the need to help our partners transform their businesses to take advantage of the trend.
To put it mildly, the strategy is working. In 2015, e-commerce accounted for $40 million in sales, a figure that’s expected to double to $80 million this year. Large partners such as CDW expect e-commerce to account for 30% of its overall sales in coming years.
Our strategy was to leverage a page from the playbook we’ve seen Amazon develop, with great success. We saw no reason why our other partners couldn’t have similar success in augmenting their own inside and outside sales reps with frictionless online sales. So, we made the effort to arm them with rich content, high-res videos, product selector tools and more to help accelerate their e-commerce reach.
To deploy the strategy, we first worked with a handful of our national solution providers (NSPs), including Insight, which is the second largest IT reseller in North America. After proving the model with them, our Secure Power Channel team has since deployed its eCommerce tactics and Intelligence tools to additional partners, 15 at last count.
Get on board with e-commerce
We consider the Insight eCommerce Partner of the Year award a vote of confidence in our strategy, and we hope our other partners will see it the same way. I’d like to thank and congratulate the team that helped us earn this achievement, including:
- Shannon Sbar, Vice President, NAM Channels
- Rodrick Cappiello, U.S. Sales Director
- Dawn Rundell, U.S. Sales Director
- Jeffery Corey, Marketing Manager
- Eileen Hansen, National Account Manager
If you’re interested in learning more about how you can find e-commerce success, reach out to your Channel Team.