Wonder Why Your Channel Incentive Programs Are Not Working?
To say the least, managing price adjustments with channel partners are a complicated process.
From measuring past and current sales performances, evaluating channel inventory, assessing consumer behavior, determining ROI, managing stack up agreements (an order-of- precedence parameter that determines how channel incentive programs interact with each other), identifying improperly submitted claims, calculating accruals, stating revenue and liabilities (with channel partners), structuring program guidelines, and a plethora of other multifaceted pricing adjustment procedures—backend discounts are entrenched with densely obscure data, and require accurate and quantifiable analysis.
Incomprehensibly, most manufacturers today manage this type of business-to-business marketing strategy with traditional methods, in particular, Excel spreadsheets.
Now, who’s to say Excel spreadsheets haven’t help optimize day-to-day business operations? They most certainly have, and in a multitude of ways. But in regards to channel incentive programs, Excel spreadsheets simply don’t have the necessary features or robust capabilities pricing adjustments require in order to be successful.
In fact, the technical limitations ingrained within Excel’s software is not only inadequate, but also may present a potentially catastrophic problem.
That’s because without a robust, intuitively engineered management system in place, channel incentive programs become unified and disorganized, which can result in:
- Overpaid claims
- Open-to-interpretation program guidelines
- Revenue leakage
- Vague business objectives
- Partner frustration
- Intentionally exploited submitted claims due a company’s lack of authoritative resources
Implement Automation into your Channel Sales Management Process
Computer Market Research (CMR) brings 32 years of experience into the indirect channel sales industry.
Through our state-of-the-art automated software, businesses can amplify their B2B marketing efforts via a clear and concise platform that assists organizations to manage channel data, optimize trade promotions, and build effective distribution channels. CMR can help businesses maximize their relationship with distributing partners and establish transparent, two-way communication that is built around a common goal of success. Our cost-effective, SaaS application is the perfect tool for any business looking to strengthen their bond with channel partners via innovative solutions that convert data into intelligence.