The computer and electronics industry is characterized by companies who sell their products through multi-tier channels encompassing distributors, resellers and end customers. Like all channel driven companies, they need the ability to have complete visibility into channel POS and inventory.
Industry-Specific Challenges
Key differentiators and revenue maximization opportunities come from carefully managing the following processes:
- Aggregating and aligning data from different tiers in the channel (e.g. distributors and resellers) for consolidated analysis.
- Normalizing and consolidating both reseller and enterprise end-customer names.
- Managing and validating multiple POS (back-end) credits (e.g. distributor price exceptions and reseller preferred pricing) for the same POS transaction.
- Consolidated channel control dashboards and analytics with partner scorecards for complete channel insight.
- Complex sales credit assignments and commission splits based on arbitrary combinations of distributors, resellers, end customers, territories, product families, etc., net of back-end credits.
- Marketing incentives such as MDF, co-op and volume incentive rebates.
- Opportunity tracking via deal registrations.
- Sell-through revenue recognition, net of back end credits.
