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Channel Program Compliance: Small mistakes, Big Money
Hi-tech companies that sell through distribution channels have the advantage of dealing with worldwide distributors and networks that sell on a company's behalf. To encourage partners to better align with business goals, incentive programs are critical to drive into new markets, penetrate existing products deeper into existing theatres and change strategies and behaviors. Typically, incentive programs in the form of discounts and price breaks are 5-15% of a company's total sales revenue. For a billion dollar company, this could mean $50-$150 million in co-ops, MDFs, rebates, price protection, stock rotation, etc. At this level of payment, common questions surfacing in the marketplace include, 'Do partners qualify fully for the large payments being made?' 'Do we need more insight and governance into how payments are being made and the process?'

Industry experts have estimated that up to 15% of all payments are mis-claimed by partners for one reason or the other. This directly affects the bottom line. Finding ways to ensure better governance and incentive program compliance to eliminate leaky payments, and guaranteeing lesser liability to shareholders in an environment of greater regulatory scrutiny, is the crux of this webcast.

Two specialists in channel program compliance, Paul Wesela, Director, KPMG, and Hugh Connolly, General Manager, SanDisk International Limited, will take you through their expertise and some 'sit up in your seat' case studies of recent audits and experiences. Some of the topics include:

• Managing contract compliance across distribution channels
• Examples of incentive programs
• Case study: conducting physical reseller and distributor audits to deter non-compliance and deviations
• How to conduct channel partner reviews without jeopardizing long-term relationships
• Process for price protection models for fragmented and dynamic distribution networks
• Pilot study of price protection program in the EMEA market for hi-tech products

Event Details
Original Date: August 1, 2007
Duration: 1 hour

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Speaker Bios
Paul Wesela is a Director in KPMG's Forensic practice with eight years of experience working on numerous Contract Compliance engagements for multinational hardware and software, electronics and technology and manufacturing companies, including several Fortune 20, 50 and 100 companies. His engagement experience includes management of worldwide channel compliance inspections, royalty and licensing inspections, and intellectual property consulting.

Paul augments his intellectual property experience by working on fraud investigations, large data set analysis, and systems implementation testing. Paul received an M.B.A. with an emphasis in finance and a B.S. in finance from California State University at Hayward. He is a member of the Beta Gamma Sigma national honor society for his achievement in a masters program accredited by AACSB International.

Hugh Connolly is the general manager of SanDisk International Limited which is responsible for the distribution of SanDisk products through Europe, Africa, Middle East and Asia Pac.

Prior to joining SanDisk, Hugh held various senior level management roles with companies like Motorola, Westinghouse, and Deloitte. His career includes being responsible for business development, general management and financial control. Hugh's education background is focused on business studies.