Gartner/AMR Research Case Study: SanDisk Successfully Dances With the Elephant

For high-tech firms to survive in 2009 and 2010, they must sense and respond to demand to execute each customer interaction profitably. The problem is that companies don't know the profitability of their customers

SanDisk sells to both business and consumers through thousands of channel partners. These partners provide the company's downstream demand, making them the Ginger Rogers to SanDisk's Fred Astaire. Managing this relationship makes for a better dance. Onboarding each partner and managing profitability was a tremendous challenge. Data management affected the speed of onboarding partners, with payment validation reducing profitability.

The company turned to Zyme Solutions to solve these challenges. AMR Research spoke with SanDisk's Milo Azarmsa, SVP of operations finance, and Hugh Connolly, finance controller, EMEA, to understand how they accomplished this.

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