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Blog, 2018 Blogs

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.


Relevance Lab is proud to announce that it’s RL Catalyst Products that enable usage of Cloud Adoption in the “Right-way” are now part of Microsoft Co-Sell Program. Microsoft Co-Sell program is a unique program in which Microsoft and partners jointly take the partner’s solution to market as a packaged offering. In Microsoft’s definition – “It is about taking the end solution that a partner has built on the Microsoft technology that really meets the customer demand more specifically and bringing that partner in to sell with Microsoft to those business decision makers.” Relevance Lab is now working closely with Microsoft India on early customer adoptions for the RL Catalyst Products targeted on Cloud Marketplace, Automation with BOTs and Command Centre for Hybrid Cloud monitoring. Built on the DevOps platform of RLCatalyst the products are now integrated with Microsoft Azure Cloud and Monitoring services. As customers migrate to cloud and adopt Microsoft Azure the focus on RL Catalyst products is to make the Cloud adoption smooth with a key focus in Cloud Management, DevOps and Business Services Availability post adoption. Relevance Lab and Microsoft are focusing on customers in Telecom, Managed Service Providers, ISVs and IT CSPs & Re-sellers for initial on-boarding