This paper details why channel data management (CDM) is a fast-growing discipline among large manufacturers that increases visibility into the fine details of what is happening within their sales and distribution channels.
November 07, 2017
Is a Channel Data Management (CDM) Solution Right for You?
Your distributor placed a large order for your product.
But where does the product end up after your distributor sells it?
Who do you target to sell service contract renewals?
And how do you determine if you’re accurately calculating your partners’ sales commissions?
Businesses operating through indirect sales channels rely on third-party distributors, resellers, e-tailers, and value-added resellers (VARs) to provide crucial channel information.
Without this information, companies are flying blind when it comes to managing the channel.
Having channel visibility allows you to effectively plan and execute business processes such as managing sales commissions, rebate payments, identifying end customers and understanding their requirements, running better targeted channel marketing programs, and identifying the right candidates for post sales service opportunities.
A Channel Data Management solution collects point-of-sale (POS) and inventory data from your partners, then validates, standardizes, and enriches inaccurate or missing channel information.
The end result is that you can manage your channel with the confidence that your decisions are based on accurate and up-to date channel data.
The intelligence derived from CDM enables you to:
- Efficiently manage MDF, rebate, and loyalty programs with accurate master data
- Improve sales productivity and engagement through accurate sales commissioning
- Improve market development by targeting new segments and expanding channel reach
- Improve partner satisfaction through faster, more accurate rebate payments
- Develop marketing programs that resonate with channel partners
- Know who end customers are and when product was purchased to target for post sale services