Acequote marketplace bucks trend delivering Compaq £5m

Acequote says £5m worth of business requests have passed over the marketplace it built for Compaq over the last three months,...

Acequote says £5m worth of business requests have passed over the marketplace it built for Compaq over the last three months, despite a general lack of enthusiasm for e-commerce in the channel.

The marketplace operator, which is still in the process of developing similar sites for other vendors, said resellers such as Trams, Ikon Office Solutions and Firstop were all using the Compaq site to access business leads.
But Acequote co-founder and communications director Helga St Blaize said the channel was a tough area to crack.
"A lot of people in the channel are extremely sceptical about e-commerce and are slow to bite the bullet, but that is because the channel is in a lot of trouble and companies are having to add new strings to their bows and look outside box shifting," she claimed.
St Blaize added the Acequote model was working well, with sales gradually increasing despite the reluctance on the part of the channel to explore e-commerce sales models.
"A lot of [e-commerce sites] just didn't work. I suppose we've all realised we didn't need to run that fast, we just needed to come up with a concept that works," she said.
Mike Morgan, channel sales director at Compaq, said his company had been surprised by the effectiveness of the Acequote site and added it was a marketplace "which worked".

"It is important to Compaq that our partners are able to maintain pace with the changes to the IT sector and this has been a really successful way to get more of our suppliers turned on to the on-line concept," he said.

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