Lavalys Case Study

Lavalys Case Study

Reseller management made easy

Software: EVEREST - integrated management and monitoring solutions for Windows-based systems

Site: www.lavalys.com
Download the PDF version (1 MB)

Lavalys was established commercially in 2003, with its flagship product, EVEREST Professional, dating back to 1995. Lavalys offers IT administrators an "all-in-one" tool to strengthen IT security, mitigate risk and manage IT resources.

Based in:    Canada
Customers: On six continents worldwide
Resellers:    Network of 100 partners

Online and Offline Software Sales
Lavalys software products are sold online, on the Lavalys.com website, as well as offline, through a network of almost 100 reseller partners. Lavalys employs a channel-only strategy, marketing products offline exclusively through resellers.

Delays in sending license information for orders placed via resellers

Lavalys products are essential for IT managers, therefore it is critical for end-clients to be able to access license information without delay. For online sales, this was already the case. Sales from the distribution channel however required Lavalys staff to process orders manually. “There could be delays of up to 24 hours previously while we are now talking minutes”

Internal resources spent on processing orders, billing & collection

In order to manage orders and payments from the reseller channel, Lavalys sales and accounting staff had to spend a considerable amount of time issuing invoices, chasing payments and matching payments with orders (across departments), especially as payments were sent via different avenues (offline through wire or via PayPal). This took time away from other activities, mainly business development for the sales team.

Lack of real-time, centralized information on channel sales

Lavalys management required “The Big Picture”- an overview of channel sales at any given time, in order to be able to formulate more informed channel strategies and react faster to market changes.
While the eCommerce platform provided centralized, real-time reports on online sales, Lavalys channel managers had to manually reconcile disparate spreadsheets to create an aggregate view of product sales and revenue from reseller partners.

In order to address all of these issues, Lavalys decided to look for a comprehensive, cost-effective solution that would offer immediate electronic software delivery for reseller partners and take care of billing and collection with minimum intervention from Lavalys staff.

Besides the Avangate eCommerce platform for software sales, Avangate also provided Lavalys with ARMS - Avangate Reseller Management System specifically designed for software sales, starting with December 2008.

Lavalys is using ARMS to eliminate the time delays in sending licenses for orders placed via reseller partners, consolidate order and payment information and solve the problem of resources spent on billing and collection.

Lavalys is also able to implement different channel strategies based on the two partner programs they employ - Silver and Bronze.

The flexibility of Avangate's eCommerce platform coupled with ARMS’ capabilities meant Lavalys could effortlessly handle multi-channel software sales. ARMS enabled the client to scale channel operations and automate business processes.

Avangate has greatly improved Lavalys’ ability to track orders, organize, and especially respond to resellers requirements - from delays of up to 24 hours with the previous system, we are now talking minutes from end-customer requests to keys delivered, significantly reducing costs and internal resources.

Pascal Marion VP, Sales & Marketing - Lavalys, Inc. - www.lavalys.com

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