Channel leaders face increasing pressure from management to demonstrate measurable results from investments in channel resources and programs. Improving sales-out reporting is the first step to increasing the accuracy of data used to measure and pay supplier sales compensation and partner incentives. Developing a comprehensive channel data strategy can provide additional visibility into partner capability and performance. Suppliers often lack reliable information about where their offers land once they are released into the channel. For products that require physical distribution, this data is necessary for everything from supplier revenue recognition to crediting field compensation and, ultimately, paying partner benefits. Without trusted information, suppliers err on the side of overpaying their own sales reps and their partners. They also lose their line of sight into the customer base if visibility ends with the channel.
Download this report to learn how a robust Channel Data Management solution can help you address the challenges of selling through the channel, and improve your channel ROI by delivering visibility to accurate sales and inventory data.