The technology industry is characterized by companies who sell their products through multiple channel tiers encompassing distributors, resellers, dealers, retailers and end customers. These companies need the ability to have complete visibility into channel POS and inventory.
Industry-Specific Challenges
Key challenges 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 or design registrations.
- Collaborating with their partners on numerous facets of transactions, long after products have been shipped.
- Sell-through revenue recognition, net of back end credits.
