Solving the Visibility Problem
Leading high-tech and industrial manufacturing companies put more than $5 trillion worth of goods and services into the hands of the indirect global distribution channel, which includes distributors, resellers, VARs, retailers, and e-commerce websites, every year.
As the global trade scenario continues to rapidly evolve with local factors, manufacturers that aim to be at the top of the game in expanding their market presence while retaining their existing customer base, often turn to indirect channel partners to be a strategic extension of their direct sales force.
Using the channel is an intelligent business strategy. However, putting blind trust into the channel can be an extremely costly mistake.
The channel challenge
Here’s a simplified version of what channel sales look like. To grasp the true magnitude of the complexity, multiply each icon by dozens, hundreds, or even thousands. Now, spread this across the world.
Channel Sales Challenge
The arrows represent movement – gold for your products that move from your warehouses to the end consumers, and blue for the raw Point-of-Sale and inventory data about the product from the marketplace. Without complete visibility into the flow of products through the channel, and accurate data flowing back into your business, there is potential for significant revenue loss and cost overruns.
Channel Data Management (CDM)
Channel Data Management or CDM is a discipline concerned with the acquisition and use of data originating from the channel. It enables companies to significantly grow their business by offering transformative insights into the way business is conducted in the channel.
Channel Data Management
Leading Fortune 500 manufacturers as well as disruptive innovators from across various industry sectors are increasingly adopting the discipline of CDM to grow their businesses by having visibility into critical channel intelligence.
“Getting accurate, timely and complete data from channel partners has traditionally been a major struggle for device-manufacturing enterprises. The evolution of channel data management technology has made it possible to leverage decision-grade channel data to guide critical business decisions in marketing, financial compliance and even supply chain management.”
“Achieving meaningful channel visibility across all of our partners has empowered Seagate to constantly improve and adapt in a changing environment and market.”
Moreover, leading industry analysts recognize the far reaching benefits of CDM. IDC, a major analyst in the CDM industry, offers a CDM Maturity Model that provides companies with a roadmap to develop a robust CDM function, which can become a strategic differentiator in today’s highly converged and competitive markets.
“By using CDM solutions such as Zyme's, companies can get unprecedented insight into large-scale channel populations and leverage their position at the center of their channel universe”
– Channel Data Management: Enabling data-driven decision making, IDC