Industrial Manufacturing

Industrial manufacturing is a broad segment characterized by multiple B2B categories. Firms typically sell their products through a distribution and dealer network to customers. Like all channel-driven companies, they require complete visibility into channel POS and inventory.


Industrial Manufacturing Channel Challenges

Successful channel management comes from managing complex distribution activities and processes, including but not limited to:

  • Aggregating and aligning data from different tiers in the channel (e.g. distributors and dealers) for consolidated analysis
  • End-customer industry segmentation using NAICS or SIC codes
  • Managing and validating POS (back-end) credits (e.g. price exceptions and SPAs)
  • Consolidated channel dashboards and analytics with partner scorecards for complete channel insight
  • Complex sales credit assignments based on arbitrary combinations of distributors, dealers, end customers, geo-codes, product families etc., all net of back-end credits
  • Channel marketing incentives such as MDF, co-op and volume incentive rebates
Why Channel Management is Broken  Learn what needs to change in the traditional channel process and how to fix  it. Download Now
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