Computers, printers, routers, servers, switches and more—virtually all technology products move through channel partners to get to the end customer. Most technology products are sold through multi-tier channels with a distributor, reseller, VAR, and other partners. Like all channel-driven companies, you need complete visibility into channel POS (point of sale) and inventory data and dynamics.
Technology channel challenges
Successful technology channel management comes from managing complex distribution activities and processes, including but not limited to:
- Aggregating and aligning POS, inventory, channel incentives and other data from different tiers in the channel (i.e. distributors and resellers) for consolidated analysis
- Normalizing and consolidating both reseller and enterprise end-customer names
- Managing and validating multiple POS (back-end) credits (i.e. distributor price exceptions and reseller preferred pricing) for the same POS transaction
- Consolidated channel 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.
- Channel marketing incentives such as MDF, co-op and volume incentive rebates
- Opportunity tracking via deal registration programs
- Sell-through revenue recognition, net of back-end credits