D-Link decided they needed a proven, world-class Channel Data Management (CDM) solution. D-Link was familiar with Zyme, and knew that the implementation process was: 1). Streamlined 2). Well-managed 3). Capable of rapidly producing the best outcomes. Zyme Solutions helps D-Link in building networks for people in Australia with improved channel sales process and regular monitoring of centralized sales performances. For more information, please visit - http://www.zyme.com/channel-data-management

1. “ Our return on investment from Zyme, including all of the visible and more subtle benefits,
has been very good. We are very impressed with the value we get from the platform,
and the wider services that Zyme offers. Now we can understand, analyze, and map our
customers to sales results more easily, efficiently, and accurately. Zyme is an excellent
solution that delivers huge competitive advantages to us in managing our channels.”
— Graeme Reardon, Managing Director for Australia and New Zealand (ANZ) D-Link
“The Most Insane Wireless
Router in the History of
Mankind”
That’s how a popular technology
publication describes a new ultra-
series router from D-Link, the global
leader in connectivity for home,
small business, mid-to large-sized
enterprise environments, and
service providers.
Known for its award-winning
design and manufacturing,
D-Link implements and supports
unified network solutions that
integrate capabilities in switching,
wireless, broadband, storage, IP
surveillance, and cloud-based
network management.
The company is also dominant in
sales throughout the worldwide
channel, and famous for its
generous programs that help
resellers, security integrators, and
value-add solution providers to
build and grow sustainable,
profitable, businesses — based
on selling D-Link solutions and
differentiated services.
D-Link Australia Wins Big with a More Accurate,
Centralized View of Channel Sales, Using Zyme
Channel Visibility
Challenges
• Slow, error-prone process
to aggregate partner sell-
through and inventory data
• Difficulty accurately
identifying sold-to party due
to lack of master ID records
• Ineffective incentive
programs because of
insufficient channel data
• Difficulty reliably assigning
sales credits, not just
to salespeople but to
supporting teams, such
as product marketing
The New Smart Channel
D-Link Case Study | Page 1

2. Flexibility for a Diverse World
of Partners
“We have several different kinds of
distribution partners, each with their
own types of POS, sell-through, and
stock-on-hand reports,” explained
Graeme Reardon, Managing
Director of D-Link for Australia and
New Zealand (ANZ). “We also work
with many different retailers, who
have multiple formats that they
utilize to report their numbers.”
When Reardon started at
D-Link, his team was collecting
all of these different reports and
trying to manually collate them
in Excel, which was “completely
inaccurate,” in his words, and
highly labor intensive.
“Back then, we had no master
database like the Zyme Global
Channel Directory. We work with
approximately 2,000 active resellers
in Australia and New Zealand,
so without that master directory
and a solution to map resellers
from transactions to the directory,
it was impossible to accurately
identify which resellers were being
referenced. As an example, small
things like having ‘Corp’ versus
‘Corporation’ on the end of a
company name makes it seem that
partners are reporting two different
resellers when, in fact, it’s the same
one. Trying to aggregate all of
those together was a very arduous
process,” he said.
Discovering That Zyme Was
the Right Solution
Reardon searched for a proven,
world-class channel data
management solution and quickly
decided on Zyme’s CDM platform.
“I zeroed in on Zyme, because it
was a critical part of our channel
management program at my
previous workplace, also in the
networking space. From my
experience there, I knew that
Zyme’s implementation process was
very streamlined, well managed,
and capable of rapidly producing
the outcomes we were looking for.”
D-Link Case Study | Page 2
Management Goals
• Streamline process of
aggregating channel
partner sell-through and
inventory data
• Accurately identify the
reseller in each sales
transaction to provide better
insights into reseller behavior
and improve channel
management
• Implement more targeted,
effective rebates and
incentives programs to
drive sales
• Increase accuracy of
incentives and sales credit
assignments, improving
program ROI
“ The channel sales
process and sales
performance
monitoring are a lot
easier with Zyme.”
“ Zyme gives us a lot
more insight into our
business results on a
day-to-day and week-
to-week basis.”

3. Within a few months, D-Link ANZ
had Zyme’s TrueData and TrueID
solutions up and running.
“With those solutions and the Zyme
Global Channel Directory in place,
we’re now able to quickly and
precisely aggregate data, ensure that
all resellers are identified accurately,
and significantly increase our visibility
into what is happening in all of our
local markets,” Reardon reported.
Superior Incentive Programs
One of the biggest benefits
D-Link has experienced since
implementing Zyme is an increase in
the accuracy and effectiveness of its
channel development initiatives and
reseller incentive programs.
“We recently wrapped up an
aggressive promotion where our
SMB partners received reward
points that tie into other programs.
Points are allocated, based on
a number of different product
categories and sub-categories,
down to the SKU level. They vary
by the partner’s sales volumes and
training certifications,” he revealed.
For rebate programs, D-Link has
target results in place every quarter,
and performance percentages for
all key customers. All of this data is
verified and closely managed,
using Zyme.
“We are paying out cash dollars and
reward points, based on Zyme’s
validations,” Reardon noted. “I
feel much more comfortable with
what we are doing, now that we’re
paying our resellers based on more
accurate, validated figures, made
possible by the Zyme CDM solution.”
Giving Credit Where Credit
Is Due
D-Link has also improved the
precision of its sales credit
assignments in Australia and New
Zealand, using Zyme.
“Based on the account, the state,
and the region, Zyme assigns
credit to a salesperson for each
transaction. Before we had Zyme,
we relied on our people self-
reporting their sales at the end
of each month, without any real
vetting process or formal validation,”
Reardon said.
Zyme’s ZAP Dashboard is now
used for all of the company’s
commission tracking and payouts.
“We’ve assigned teams and
individuals to specific customers
across our different territories. With
these business rules in place, we
can track commissions at a very
granular level, including product
marketing and the team level, down
to specific customers and even at a
rebate level. We also enter our costs
into the ZAP Dashboard, so that we
can see our margin by customers,
and even at a product level. Before
Zyme, we simply did not have
these capabilities.”
D-Link Case Study | Page 3
“ Zyme’s solutions are
critical to the way we
do business.”
AC3200 Ultra Wi-Fi Router

4. Zyme has improved the accuracy
of sales commissions and
Reardon’s confidence in the
numbers. “In the past, a sales
person could manually modify a
sales credit assignment without any
real vetting process. Now, we’ve
got a process for that, and we work
with Zyme’s data steward team to
make those modifications. It’s really
made us a lot more procedural
around making sure the data is
accurate, vetted, and credited to the
right person and team.”
The D-Link ANZ and Asia Pacific
Teams have big plans for their
channels, and Zyme is a critical part
of their strategy.
“We’re using Zyme’s dashboards
and solutions in a multitude of ways
to improve our insights into resellers
and create better incentives, and
we’re constantly improving and
extending the ways we use these
solutions. Based on the success
we’ve had in Australia and New
Zealand, we’re expanding our
efforts to onboard partners and
resellers in Singapore, Thailand, and
Indonesia. We’re looking forward to
enjoying the same level of precision
and visibility with those customers
that we have here in ANZ.”
Additional Benefits to D-Link ANZ’s
Channel Management Team
• The Zyme solution was
implemented very quickly, in a
well-organized and streamlined
way, to rapidly produce the
outcomes D-Link management
needed.
• All D-Link stakeholders now
have access to weekly rather
than monthly intelligence — to
help them effectively manage the
channel — including accurate
POS reports, sell-through reports,
and stock-on-hand reports.
• The company is now able to
accurately identify resellers in
transactions, and aggregate sales
data by reseller.
• Senior management is confidently
making real-time decisions,
secure in the knowledge that
channel sales and inventory
data from partners is accurate
and complete, thanks to Zyme
TrueData validations.
• Managers can view and analyze
channel results to facilitate better
relationships, and resolve issues
with thousands of resellers
located in a wide geographic
region, using ZAP Dashboards.
• D-Link has improved the
effectiveness of its promotions
and partner rewards and
increased its ROI, because of
improved access to more granular
data from individual resellers
received through Zyme.
Global Headquarters EMEA Headquarters www.zyme.com
+1-650-587-2343 (US) +44 118 900 6724 (UK)
+1 877-262-8993 (toll free)
Copyright © 2015 Zyme. All rights reserved. CS-06272015
The New Smart Channel
“ Our new, smart
channel enabled by
Zyme certainly helps
our sales and product
teams stay better
informed.”
Key Benefits Realized
• Better, more targeted
incentive programs due to
better insights into reseller
sales
• Improved sales credit
assignment for broader
team, not just sales
• Faster, more accurate data
aggregation
• Improved identification of
resellers
• Weekly, rather than monthly
or quarterly, insights