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Webinar hosted with Channel Mechanics on June 7, 2017 by Jay McBain and Kenneth Fox. In the new data economy, the best business decisions are data driven. To stay ahead of the curve, companies must use data to better understand, reach, incent and drive loyalty among partners, develop new revenue streams, and dramatically improve operational efficiencies in the channel. Without utilizing data effectively, some of the best channel programs will quickly fall behind. As companies map out their channel objectives for the next few years, they should commit to cutting through the noise and clutter and making data analytics the crux of their indirect selling strategy.

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Using Channel Data To Guide Decision Making


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    Presentation Transcript
    using channel data to guide decision making

    USING CHANNEL DATA TO

    GUIDE DECISION MAKING

    Jay McBain jmcbain

    438 619 books on direct sales

    438,619

    BOOKS ON DIRECT SALES

    438 619 books on direct sales 180 books

    438,619

    BOOKS ON DIRECT SALES

    180

    BOOKS ON INDIRECT SALES

    so you want to be a channel chief

    SO, YOU WANT TO BE A

    CHANNEL CHIEF?

    be careful what you ask for 75 responsibilities

    BE CAREFUL WHAT

    YOU ASK FOR…

    75

    RESPONSIBILITIES

    CROSSING ALL

    LINES OF BUSINESS

    From contracts to rules of engagement, portal and PRM management to co-marketing and MDF

    return of investment. From segmentation to capacity planning, distribution, multi-tier and margin

    matrix. From managing back-end dollars to conflict. From education, training and certification to

    solution alignment and communication. From pre- and post-sales and technical support to

    fraud, partner satisfaction and endless customizations. From community management to

    motivation, loyalty and partner-friendly value propositions. From deal registrations to running

    partner advisory councils. From development of battle cards and competitive education to

    driving co-branding, co-selling and co-marketing initiatives. From controlling global branding to

    delivering a demo, try-and-buy and loaner program. From producing partner friendly product

    roadmaps to securing sales in, sales out and end user reporting from dozens of partner

    segments. From managing industry, geographic and technology verticals to optimizing

    distribution routes to market. From simplifying growth and new customer programs to making

    sure that your company is protected from gray and black markets. From administering

    international rules, regulations and legislation to ensure all collateral, communication and media

    is translated around the world. From observing pricing and fairness laws and norms to making

    sure the program is represented across social media, email, web, newsletters, and search

    engines. From attending dozens of tradeshows to publishing whitepapers, e-books, technical

    briefs and reference books. From integrating the PRM, portal and other tools into the

    companies back end to mediating internal conflict and deference. From representing the

    company in industry associations, peer groups and expert panels to making sure that RMA’s,

    rebates, MDF and loyalty payments are issued correctly. From engaging the industry media and

    bloggers to making sure that Channel Account Managers are deployed and managed correctly.

    From budgeting, forecasting and benchmarking to nurturing, converting and recruiting. From

    developing and accelerating top partners to developing an MVP program. From educating

    internal stakeholders to being the external face of the company. From extending floor financing,

    credit terms to ensuring the appropriate recognition program is in place.

    slide7

    Based on our research, the best channel leaders tend

    to have more in common with great general

    managers than with great sales managers.

    data is being generated at an increasing pace

    Data is being

    generated at

    an increasing

    pace from all

    different parts

    of the channel

    program.

    SOURCE:

    and from thousands of other non channel systems

    And from thousands

    of other non-channel

    systems as well.

    SOURCE:

    indirect sales channels can increase revenue

    Indirect sales channels can increase

    revenue by 5% to 10% through data

    and process improvements.

    Data is the Achilles heel of the channel.

    few tech vendors are immune to the millions

    Few tech vendors are immune to the millions of

    dollars in lost revenue that amount from

    overpayments of channel incentives, stock-outs,

    gray market activity, and audit penalties/fines.

    having suffered from limited channel sales

    Having suffered from limited channel sales and

    marketing visibility, many tech vendors are doubling

    down on channel enablement services and

    technologies to counter this recurring hit to profitability.

    because of legacy ibm systems lenovo had over

    Because of legacy IBM systems, Lenovo had over 50

    internal system that held channel data.

    CASE STUDY

    Each partner had 8 different “unique” identifiers due to a

    myriad of outside supplied software.

    the answer to bringing together all 300 pieces

    The answer to bringing together all 300 pieces of data

    about each partner?

    CASE STUDY

    Unfortunately, Microsoft Excel and the VLOOKUP.

    partneroptimizer is a partner intelligence

    PartnerOptimizer is a partner intelligence platform by SaaSMAX Corp. to find, aggregate

    and organize massive amounts of data about the business practices of your indirect sales

    partners. It draws upon proprietary analytics processes developed specifically for the

    Worldwide IT, Telecom and Cloud Channel markets that leverages core cognitive

    capabilities of IBM’s Watson platform.

    channel data management cdm is the process

    Channel Data Management (CDM) is the process (and now software

    segment) that assists with accurately collecting point of sale (POS),

    inventory, and sales-in data from distributors and partners and then

    transforming that data into dashboards and channel intelligence.

    1 data acquisition and transmission automates

    1. Data Acquisition and Transmission

    Automates and securely collects point of sale, inventory, and sales-in data

    using industry-standard protocols such as EDI, AS2, and SFTP.

    2 partner identification and integration uses

    2. Partner Identification and Integration

    Uses sophisticated algorithms to de-dupe, cleanse and map channel data

    to master databases to ensure proper pay of incentives and commissions.

    3 incentive payment validation reduce overpayment

    3. Incentive Payment Validation

    Reduce overpayment of incentives by as much as 15% by automating

    manual processes and bringing together disparate systems.

    4 analytics machine learning and ai the need

    4. Analytics, Machine Learning and AI

    The need for real-time insight into sales activities, inventory levels,

    product/store-level performance, and country-level performance.

    7 benefits

    7 BENEFITS

    1.

    Supply chain planning and management improves inventory efficiency.

    7 benefits 1

    7 BENEFITS

    1.

    2.

    Supply chain planning and management improves inventory efficiency.

    Incentive program management generates cost savings.

    7 benefits 2

    7 BENEFITS

    1.

    2.

    3.

    Supply chain planning and management improves inventory efficiency.

    Incentive program management generates cost savings.

    Sales forecasting management engenders more informed sales leadership.

    7 benefits 3

    7 BENEFITS

    1.

    2.

    3.

    4.

    Supply chain planning and management improves inventory efficiency.

    Incentive program management generates cost savings.

    Sales forecasting management engenders more informed sales leadership.

    Revenue recognition management results in better enabled CFOs.

    7 benefits 4

    7 BENEFITS

    1.

    2.

    3.

    4.

    5.

    Supply chain planning and management improves inventory efficiency.

    Incentive program management generates cost savings.

    Sales forecasting management engenders more informed sales leadership.

    Revenue recognition management results in better enabled CFOs.

    Financial compliance and risk management lead to fewer liabilities.

    7 benefits 5

    7 BENEFITS

    1.

    2.

    3.

    4.

    5.

    6.

    Supply chain planning and management improves inventory efficiency.

    Incentive program management generates cost savings.

    Sales forecasting management engenders more informed sales leadership.

    Revenue recognition management results in better enabled CFOs.

    Financial compliance and risk management lead to fewer liabilities.

    Channel marketing management increases sales.

    7 benefits 6

    7 BENEFITS

    1.

    2.

    3.

    4.

    5.

    6.

    7.

    Supply chain planning and management improves inventory efficiency.

    Incentive program management generates cost savings.

    Sales forecasting management engenders more informed sales leadership.

    Revenue recognition management results in better enabled CFOs.

    Financial compliance and risk management lead to fewer liabilities.

    Channel marketing management increases sales.

    Contract renewals management paves the way to easy money.

    introducing channel incentive program management

    INTRODUCING CHANNEL INCENTIVE

    PROGRAM MANAGEMENT (CIPM)

    automated incentive program management

    Automated incentive program management effectively drives channel

    partners’ behavior, productivity, and loyalty. Replaces the spreadsheet,

    which is vulnerable to partner miscommunication, non-participation,

    expensive payout errors, costly resolutions, and audit failure.

    look for these 4 key attributes of cipm

    LOOK FOR THESE 4 KEY

    ATTRIBUTES OF CIPM…

    1. Incentive program design.

    look for these 4 key attributes of cipm 1

    LOOK FOR THESE 4 KEY

    ATTRIBUTES OF CIPM…

    1. Incentive program design.

    2. Incentive program management.

    look for these 4 key attributes of cipm 2

    LOOK FOR THESE 4 KEY

    ATTRIBUTES OF CIPM…

    1. Incentive program design.

    2. Incentive program management.

    3. Incentive claim management.

    look for these 4 key attributes of cipm 3

    LOOK FOR THESE 4 KEY

    ATTRIBUTES OF CIPM…

    1. Incentive program design.

    2. Incentive program management.

    3. Incentive claim management.

    4. Rewards fulfillment.

    channel mechanics

    Channel Mechanics

    Award Winning SaaS platform

    Founded in 2011

    Team of Global Channel Management leaders

    transforming channel program execution

    Over 200 years Channel experience across

    company’s including IBM, Nortel, Motorola, Cisco,

    Avaya and CSC

    Offices in Ireland, US, UK and AUS

    no lack of ideas in the channel

    NO LACK OF IDEAS IN THE CHANNEL

    ...JUST A LACK OF AUTOMATION

    measuring

    Measuring

    Program Effectiveness

    after the fact

    is too late!

    speed of program execution drives competitive

    Speed of Program Execution

    drives competitive

    advantage and dramatically

    accelerates revenue!

    transforming channel program execution

    Transforming Channel Program Execution

    Are you struggling to execute your channel strategy?

    - Design, deploy, track, evaluate and change offers,

    promotions, sales programs and incentives in real-

    time.

    - Rapid execution of channel programs, promotions

    and initiatives, globally or locally, through all tiers

    of the channel with minimal investment.

    why channel mechanics why channel mechanics

    Why Channel Mechanics

    Why Channel Mechanics

    ACCELERATE TIME TO MARKET

    UP TO 95%

    (FROM WEEKS TO HOURS)

    ADJUST PROMOTIONS

    IN REAL-TIME

    FIRST TO MARKET

    COMPETITION CANNOT

    REPLICATE QUICKLY

    100% BUDGETARY

    ASSURANCE

    LIMITLESS

    FLEXIBILITY

    ROI OF GREATER THAN

    10x

    ELIMINATE PARTNER

    PROMOTION &

    PROGRAM ABUSE

    PRODUCTIVITY INCREASES

    OF 5-10x

    using channel data to guide decision making 1

    USING CHANNEL DATA TO

    GUIDE DECISION MAKING

    QUESTIONS?

    Jay McBain jmcbain