• Channel Data Management: Enabling Data-Driven Decision Making

  • UK Channel Data Management Barometer Report

  • Schneider Case Study

  • Unify Case Study

  • The High Performance Channel

  • Transform Your Channel Business With zyme cloud platform 3.0

  • Best Practice Showcase: End Customer Visibility

 

Inadequate Channel Systems Cost Tech Vendors Millions in Expenses and Lost Sales, According to Survey

Mar 12, 2015

Zyme CDM Empowers Smarter Channel Decisions by Simplifying POS and Inventory, and Validating Data Before Integration Into IT Systems, Report States

READING, UNITED KINGDOM--(Marketwired - Mar 12, 2015) - A 2015 survey conducted by analysts at Cypress Consulting reveals significant dissatisfaction amongst network equipment vendors' sales and marketing staff with the capabilities of their current IT systems for channel management.

The report is available here: http://bit.ly/1HDoZ0u. Editors may also request a copy via email to This email address is being protected from spambots. You need JavaScript enabled to view it.

In responding to online questionnaires and in-depth interviews, companies like Cisco, Dell, HP, and Juniper reported their confidence in CDM (Channel Data Management), CRM (Customer Relationship Management), ERP (Enterprise Resource Planning), PRM (Partner Relationship Management) and other existing channel tools to be in the middle-to-low range, pointing to insufficient means to reconcile data, manage channel information flow, validate partner incentive programs, and make sound business decisions.

Key findings in the Cypress Consulting report include:

  • Vendors are forced to make critical decisions based on inadequate analysis.
  • Reseller partners upon whom vendors rely often fail to provide accurate reports.
  • Data integrity challenges are costing millions in increased costs and missed sales.
  • Time and money are being wasted trying to reconcile reports with resellers.
  • Partner data inaccuracies, such as overstated deal sizes, duplicate opportunities, and unreported wins, create lack of confidence in pipeline reports, and quarter-end revenue surprises.
  • Incentives and rebates are tied up in wasteful disputes.
  • False intelligence from inaccurate channel data leads to suboptimal business decisions and wasted resources.

The report paints a picture of misaligned and unclear information flow in the pipeline: "Even vendors that have [access to] trusted data reported lacking dashboard and business intelligence tools to quickly analyse information. As a result, they often create large and unwieldy spreadsheets to analyse sales results." One channel sales respondent added, "We often get accurate information after it's too late to make the right decision."

"This, unfortunately, is a typical outcome for most vendors," said Danny Rowark, Director of Sales for Europe, Middle East, and Africa (EMEA), for Zyme (www.zyme.com), the world leader in Channel Data Management. "Human nature being what it is, it becomes just too easy for all functional areas -- finance, marketing, operations, and sales to be adversely affected. People are busy, people are rushed, and communication suffers. The subsequent cost of unravelling conflicting or incomplete data quickly shows up on the bottom line, and business moves too quickly to allow time to correct the mistakes."

Rowark agrees with the findings of the report, that "given the latest new capabilities of CDM providers, such as Zyme, and the costs associated with inaccurate channel data, we believe network equipment vendors have a responsibility to their shareholders, staff, and customers to expand their use of modern CDM solutions to improve business performance."

The report accentuates a need for an intermediary to step in and manage channel data proactively. Even with large-scale deployment of CRM and ERP, gaps and inadequacies in both human and data activity have revealed the need for a specialist quality assurance expert.

Zyme, the leader in the rapidly expanding discipline of Channel Data Management (CDM),delivers technology that simplifies partner POS and inventory collection, and validates data before integrating it into vendors' IT systems. This results in customers achieving the intelligence needed to accelerate channel sales, improve ROI from channel programmes, and make more timely and informed decisions from accurate, near-real-time channel data.

"The future of business is real-time data," Rowark added. "From the moment a customer browses an online catalogue, until well after delivery and payment has been made, everything hinges on the right data being available."

About Zyme

Zyme is the global leader in the emerging channel data management (CDM) space, empowering the New Smart Channel, a proven approach to creating visibility to actionable knowledge that manufacturers need to accelerate partner sales and optimize marketing program ROI. Zyme's flexible, cloud-based offerings facilitate enterprise-grade decisions by responding to real-time, granular channel intelligence. Benefits include better-targeted MDF, co-op, and rebate programs, plus improved segmentation. Zyme replaces outdated, ad-hoc systems with a state-of-the-art, cloud-based platform, data steward services, and a worldwide channel directory of more than 900,000 partners for guaranteed database quality, support for a wider range of formats, and best practices that enhance reporting compliance. Global leaders like Dell, VMware, Fujitsu, Plantronics, Xerox, Symantec, SanDisk and Seagate rely on Zyme. Zyme's European headquarters are in Reading, UK, with additional locations in the USA, China, and India.

For more details, visit www.zyme.com.

Media Contact:

David Wright
MediaBridge Public Relations(R)
Email Contact