2013 Channel Data Management Survey Results Overview

The Global Leader for Channel Data Management

2013 Channel Data Management
Survey Results Overview

© 2013 Channelinsight Proprietary & Confidential

Today’s Presenter

Jeremy Miller
Senior Director Product
Management & Marketing


Who is

?

Channelinsight delivers the only Cloud Channel
Sales Management Solution for sales professionals
that provides visibility into the channel for companies

who want to see and manage their channel business
the same way they manage their direct business
through their CRM


2013 Channel Data Management
Survey Results Overview
The objective of the survey was to identify…
– How the industry uses channel data to make
decisions
– What the challenges are for collecting
and cleaning channel data
– How most companies are solving this
challenge

• 66 manufacturer respondents in Aug/Sep 2013

#1 – How important is it to your
organization to do the following with
your channel data


#1 – How important is it to your
organization to do the following with
your channel data
Performance visibility and ROI stand out
Processing is important but secondary
Take Away:
Start by solving the channel data visibility
problem


#2 - How satisfied is your organization
with your ability to do the following
with your channel data?


#2 - How satisfied is your organization
with your ability to do the following
with your channel data?

Respondents were neutral at best about current
solutions
The most important areas lagged behind
Take Away:
1. Some respondents are satisfied, so it is possible
2. Start with visibility


#3 - Rank your top challenges with
channel data management


#3 - Rank your top challenges with
channel data management
Consumption of the data – in dashboards
and CRM – lead the way
Submission of the data also ranked high

Take Away:
1. Look for solutions that will take care of
dashboard and CRM needs

2. Make sure your solution will scale as
priorities change

#4 – What is the primary reason you have
not improved your data management
process? (Open question)


#4 – What is the primary reason you have
not improved your data management
process?

Many of you have, but if you’re struggling,
it’s all about…
– Priorities – budget, resources, time
– Waiting – for IT, for the next release

Take Away:
If you lack organizational support, start looking
for pre-built solutions


#5 – What Percent of your partners are
submitting channel data?
POS Data

Inventory Data


#5 – What Percent of your partners are
submitting channel data?
POS data is barely over 50%
Inventory data is barely over 30%
Take Away:
1. Make sure you know who has valuable data
2. Make it easy for your partners to report


#6 – What is the frequency that your
partners submit POS data?


#6 – What is the frequency that your
partners submit POS data?

Monthly and “Randomly” prevail
Take Away:
Make it easier for your partners to submit –
even if you don’t need daily data, you need
some consistency


#7 - How do you currently cleanse
your channel data?


#7 - How do you currently cleanse
your data?
Internal manual solutions dominate
(> 50%)
Explains struggles, and makes sense in
light of resourcing
Take Away:
Strongly consider an economical pre-built
solution


#8 - Do you have sales data visibility
in your CRM system?


#8 - Do you have sales data visibility
in your CRM system?
Many have made progress with visibility to
channel data, but direct data still has the
lead
Take Away:
The trend is towards more channel data in
CRM - Consider that moving forward


#9 - Rate the following Partner Portal features
based on importance…


#9 - Rate the following Partner Portal features
based on importance…

Needs are varied
– Marketing & Training Materials
– Workflow
– Rebates & Partner Performance

Take Away:
1. Look for a fully featured portal solution for scale
2. Your portal solution should be interactive –
landing pages for content are a small part

Key Take Aways
• Plan for long term needs – which includes
performance visibility for you and your partners
• Make it easier for partners to give you important
data consistently
• Plan for channel data in CRM and your partner
portal
• Look for pre-built solutions to help your
organization move ahead


Thank You
If you have further questions about the results of
the Channel Data Management Survey or would
like to take a deeper dive into how your company

compares to the industry in general please contact
Jeremy Miller at: jmiller@channelinsight.com


Q&A
Jeremy Miller
Phone: 303-308-3371
Email: jmiller@channelinsight.com

Learn More:
Web: www.channelinsight.com
Blog: http://blog.channelinsight.com/blog
LinkedIN: http://www.linkedin.com/company/channelinsight
Twitter: https://twitter.com/_Channelinsight
Facebook: https://www.facebook.com/Channelinsight


2013 Channel Data Management Survey Results Overview

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Editor's Notes