ChannelView  for CRM

Industry Overview:

High-tech companies are increasingly centralizing their partner interactions and extending their partner programs to incorporate the entire partner lifecycle. As the relationships extend, more and more channel partner interactions take place online, through partner portals or other IT systems. This increased complexity in channel partner management increases the importance of master data control, as channel partner data is now consumed by processes as diverse as revenue recognition and sales commissioning. Accurate, up-to-date master data is also a critical element for timely channel visibility.

Timely channel visibility was Cisco Consumer Products’ key requirement. To monitor the success of their channel programs, this division of Cisco wanted to put POS data directly into the hands of their sales team for timely decision-making. Integrating this data into Salesforce CRM would help them achieve their objective of centralizing partner-related data in order to drive adoption of their tools by the sales organization. Their challenge was how to overcome the data integrity and partner identification obstacles companies face when working with channel data.

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