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Features and Capability of CMR’s Partner Portal
Unity in channel management is imperative.
The ability to dissect configurable data, analyze POS performance, customize incentive programs and modify business decisions on an on-going basis relies on OEMs’ (original equipment manufacturer) competence to enable a robust ecosystem of cloud computing insight.
Real-time quantifiable information within the indirect sales funnel produces a multitude of advantages, but if that data lacks the basic details to optimize partner success—it’s time to reevaluate just how “unified” your channel relationship is.
Computer Market Research (CMR) has pre-engineered a platform specifically designed to enrich the relationship shared between manufacturers and its channel partners.
Not only does CMR’s partner portal infrastructure provide clarity and diffuse documentation-miscommunication—it also spotlights erroneous claims, eradicates channel conflict, motivates partner performance, increases productivity, decreases labor costs, improves turnaround time and much more.
With its state-of-the-art built-in security and its easy navigation interface, CMR has developed a revolutionary platform enriched with a surplus of intuitive features that unify channel management, enhance partner loyalty, streamline success and to lead to new opportunities.
Via their exclusive partner portal, channel (partner) marketers can:
- Request quotes
- Monitor key reseller analytics and performance
- Track sales cycle workflow
- View claim authorization timeline and program history
- Access dashboard data interface
- Easily submit financial incentive program claims/ Receive authorization ID upon approval
- Deal Registration/opportunity management
- Ship and Debit (Special Pricing Agreement)
- Spiffs and Rebates
CMR Partner Portal Features and Capabilities
Ship and Debit/ Special Pricing Agreement
A “Ship and Debit” agreement is a process that addresses the guidelines (established by a manufacturer) regarding certain regulations channel distributors must follow in order to retain “debited” compensation via rebated claims.
A “Ship and Debit” program exists because, in many situations, a channel distributor is required to sell the manufacturer’s product to resellers at a much lower price than its original cost–a result usually due to changing market conditions such as competitive pricing or modification in customer demand–Based on your unique eligibility restrictions (e.g., SKUs, end customer exclusivity, start/end date requirements, stacking, product quantity, resale price, etc.), partners can easily upload POS data to redeem compensation.
Award price protection and discounts to partners’ special pricing requests with administrative ability to approve, deny, or counter-offer.
What the vendor’s interface includes:
- Program Name
- Program Description
- Program Form (e.g., POS)
- Start Date/End Date
- Status (e.g., active)
- Edit Program (e.g., customize, clone, etc.)
Market Development Funds
Incentive-based funds issued/paid before partners achieve desired/expected sales. Market development funds, which are discretionary in nature, are implemented to boost marketing activity to partners (e.g., distributors, VARs, resellers, etc.) by vendors (e.g., OEMs, ODMs, ISVs, etc.).
Partners use funds respective to vendors’ marketing-activity guidelines (such as in infrastructure investments, margin allocations, sales contests, special pricing, promotions, training, etc.).
Incentive-based funds awarded after partner achieves desired sales. Typically, an accrual based fund for partners that are already obtaining success, partners implement marketing resources on their own and are compensated (usually based on a percentage of sales).
Sales Promotion Incentive Funds (SPIFs) is a financial incentive program that awards an eligible partner whom successfully acquires the sale of a desired product or hits a preferred quantity/volume of vendors’ product.
What the vendor’s interface includes:
- Company Name
- Funds Available
- Submitted Requests
- Approved Requests
- Submitted Claims
- Approved Claims
- Expired Accruals
This widely used incentive program is a way for vendors to offer their channel partners with sales protection and/or ‘lead priority’ against market competition and/or their own indirect sales team from communicating with a potential partners’ client. Most successful strategy for eradicating channel conflict.
What the vendors’ interface includes:
- Deal Identification Number
- Distributor Name
- Distributor Representative
- Reseller Representative
- Channel Manager
- End User
- End User Country
- Request Date
- Expiration Date
- MNF Part Number
- Product Description
- OR Value