Computer Market Research is a global company headquartered in San Diego that has been in business for over 32 years. They provide web-based sales, finance, and marketing solutions for manufacturers and have over 2,000 clients globally. Their Ship and Debit solution automates the traditionally manual and error-prone process of managing price adjustment programs and claims with channel partners. Key benefits include increased accuracy, reduced turnaround times, and improved visibility into indirect sales. The automated solution allows for flexible program building, controlled approvals, and configurable reporting capabilities.

1. Ship and
The Power of Web-Based Solutions

2.  Headquartered in sunny San Diego
 Over 32 years in business
 Global Leader in Sales, Finance and
Marketing Solutions.
 Microsoft Silver Partner
 Certified Salesforce ISV
About Our Company
“To Empower channel organizations
with cost-effective solutions that
provide value and improve business
processes...” Company Mission

3. North America- 1,141
Middle East-24
Africa-09
North America- 268
Europe-499
South America-53
Global Reach

4. Clients

5. Platforms
Partner Portal
Automation
Channel Data Management
Solutions
Synchronized Channel Marketing
 Social Media Marketing
 Email Marketing
 Referral Marketing
 Email Design
 Landing Page Design
 Channel Inventory
Management
 Channel POS
 Deal Registration
 Co-op/MDF
 Reseller Profile
 Channel Rebate Management
 Document Management
 Gamification
 Salesforce Integration
 Ship And Debit

6. What is Ship and Debit?
o A “Ship and Debit” is a price adjustment agreement that
addresses the guidelines (established by a manufacturer)
regarding certain regulations channel distributor(s) must
follow in order to retain “debited” compensation via rebated
claims.
o A “Ship and Debit” program exists because, in many
situations, a channel distributor is required to sell the
manufacturer’s product to resellers at a much lower
price than its original cost—a result usually due to
changing market conditions such as increased market
competition or modification in customer demand.

7. Ship and Debit: How It Works
Programs
Entered
Determine
What Is
Owed
Price
Adjustments
Must Match
Claims
Partner
submits Claim
Internal User
Reviews Claim
Partner Gets
Paid

8. Check
Submitted Claims
Monthly report showing products
Sold and appropriate rebate
Credit Issued
Ship and Debit: Process Flow

9. Ship And Debit: Manufacturers’ Challenge
Manufacturers face challenges with
“Traditional” Ship and Debit Methods:
• Excel Spreadsheets
• Electronic Data Interchange
• Emails
• Phone calls
Miscommunication
Frustration
Lost Damages
Disputed Partnerships
Wasted Resources
Lost Opportunity
Erroneous Claims

10. Ship And Debit: Manufacturers’ Challenge
Q: Why do traditional processes of Ship and Debit
cause more harm than good?
“Proper analysis of backed end
discounts is complex. Using
traditional methods to determine
an accurate calculation of what’s
to be credited to channel partners
is usually a recipe for disaster”
Bob Mienhard maintains a revered
reputation within the sales analysis
community. With over 19 years in global
sales operations management, international
business, sales reporting, and channel sales
consulting.

11. CMR’s Ship and Debit: Features
Experience the Power of Automation
Of CMR’s Ship and Debit
Solution
A Powerful Price
Adjustment
Management Tool
Features
 Flexible Program building to meet
your unique business rules.
 Controlled approval process for
programs and claims.
 Setup Stacking manages how programs
interact with each other and their
priority.
 Claims uploads and automated
validation
 Reports Showing net revenue

12. CMR’s Ship and Debit: Benefits
 Easily implement and manage
customized channel programs
 Shorten approval cycle and pay
partnering distributers faster.
 Gauge Profitability of customers,
territories and products.
 Identify miscellaneous Claims
 Standardize your claim/program
approval process and facilitate
auditing

13. CMR’s Ship and Debit: Additional Benefits
Turnaround Time
Accuracy
Configurable Data
Consistency
Increased Productivity
Security
Visibility into Indirect Sales Funnel
Increased Partner Loyalty
Labor Saving
Audit Trail
Historical Reporting

14. CMR: Manage and Automate All Price Adjustment Programs
Rebates
Special Pricing Authorizations (SPAs)
Registered Deals
Spiffs
Coop Funds
Market Development Funds (MDF)
Price Protection
Breakage Allowance
Any Miscellaneous Marketing Program

15. CMR: Reporting Capabilities

16. CMR: User Dashboard

17. CMR: Flexible Program Building
Choose start and end
dates
Segment by program type
Set thresholds for Volume
Incentive Rebates
Select products or product
categories

18. CMR: Accuracy
Standardized forms
control data quality
Stacking allows proper
combinations of multiple
rebates
Auto calculation
eliminates human error

19. CMR: Security
Web security built into
Partner Portal keeps your
data safe
Approval Hierarchy
ensures that only those
who should have access to
see data are able to see
data
1
2
3

20. CMR: Program Management
High level view of programs and their approval status
Ability to search for programs by name, status, date, etc.

21. CMR: Claim Management
Allow your channel partners to submit claims
Determine outstanding claims from channel partners
Ensure accurate checks and balances for claims reporting
Ship and Debit claims tied to POS Sales for verification

22. CMR: Stacking Discounts
Prioritize Programs
Accurate calculations
Easy Modifications

23. Next Steps
Experience how our Ship and Debit software works
and improves channel performance.
Request Demo
Tel: 858-795-1021, Ext. 124
Email:
Marketing@computermarketresearch.com
5/13/2016
2014 COMPUTER MARKET RESEARCH, LTD. - ALL RIGHTS
RESERVED
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24. 242016 COMPUTER MARKET RESEARCH, LTD. - ALL RIGHTS
RESERVED