This white paper discusses the importance of eight key sales metrics for technology vendors to monitor their channel sales performance: total monthly sales, total sales by SKU, monthly sales by reseller, monthly sales by reseller segment, monthly sales by reseller by SKU, monthly sales by product category, inventory on hand, and unique resellers. It explains that extracting these metrics from raw POS data is time-consuming, so many vendors are "driving blind" without a dashboard to monitor these metrics. The paper concludes that the Channel Informer dashboard provides up-to-date access to these metrics to help vendors better understand and improve their channel sales success.
PLA 2.0: Strategies to Improve Your Program and Your PerformanceAdlucent
Congratulations, your PLA program running, growing and generating revenue for your business. Whether or not you’re happy with how it’s performing, one fact remains, you can always do better. PLAs have come a long way since their introduction in 2012, and if your program hasn’t changed much since you rolled it out, you’re probably missing big revenue opportunities.
We will break down how to audit and accelerate your program from two fronts—your product feed and your strategy. Download this white paper to:
- Ensure you’re capturing all relevant traffic
- Expand the number of products that are eligible to show PLAs
- Map search queries to the right products based on intent
- Select the best data to use in your bid management strategy
- Restructure your account to allow for growth
An Email Marketer’s Blindspot: Automations Your Program May be Missing Tinuiti
Automation is crucial for delivering the personalized email experience today’s consumers have come to expect. Automation is at the heart of most sophisticated email marketing programs. Serving the right messages at the right time is key to driving repeat engagement and ultimately purchases.In this webinar, we will break ground on new and unique automation tactics, including low inventory triggers, replenishment triggers, search abandonment, AI-driven triggers based on predictive analytics, and more! Discover how top-performing brands built out sophisticated automation flows based on customer touchpoints to grow email revenue.
How to Adapt Your Amazon DSP Strategy Right NowTinuiti
With over 5 million marketplace sellers across Amazon, it’s becoming more and more difficult for brands to stand out. Advertising to the audiences available within Amazon’s DSP can help increase your brand awareness both on and off Amazon. Having the capability to retarget customers through DSP keeps your brand top-of-mind for prospects and previous customers. Learn how Amazon’s first party data can allow your brand to target a wider range of potential customers referred to as “in-market” or “lifestyle.” Discover best practices on how to utilize this data to target, educate, and re-engage shoppers off and on Amazon.
PLA 2.0: Strategies to Improve Your Program and Your PerformanceAdlucent
Congratulations, your PLA program running, growing and generating revenue for your business. Whether or not you’re happy with how it’s performing, one fact remains, you can always do better. PLAs have come a long way since their introduction in 2012, and if your program hasn’t changed much since you rolled it out, you’re probably missing big revenue opportunities.
We will break down how to audit and accelerate your program from two fronts—your product feed and your strategy. Download this white paper to:
- Ensure you’re capturing all relevant traffic
- Expand the number of products that are eligible to show PLAs
- Map search queries to the right products based on intent
- Select the best data to use in your bid management strategy
- Restructure your account to allow for growth
An Email Marketer’s Blindspot: Automations Your Program May be Missing Tinuiti
Automation is crucial for delivering the personalized email experience today’s consumers have come to expect. Automation is at the heart of most sophisticated email marketing programs. Serving the right messages at the right time is key to driving repeat engagement and ultimately purchases.In this webinar, we will break ground on new and unique automation tactics, including low inventory triggers, replenishment triggers, search abandonment, AI-driven triggers based on predictive analytics, and more! Discover how top-performing brands built out sophisticated automation flows based on customer touchpoints to grow email revenue.
How to Adapt Your Amazon DSP Strategy Right NowTinuiti
With over 5 million marketplace sellers across Amazon, it’s becoming more and more difficult for brands to stand out. Advertising to the audiences available within Amazon’s DSP can help increase your brand awareness both on and off Amazon. Having the capability to retarget customers through DSP keeps your brand top-of-mind for prospects and previous customers. Learn how Amazon’s first party data can allow your brand to target a wider range of potential customers referred to as “in-market” or “lifestyle.” Discover best practices on how to utilize this data to target, educate, and re-engage shoppers off and on Amazon.
Increasing sales is based on knowing “what items are bought together” so that retailers and distributors can improve merchandising and drive more sales through all channels. As shoppers, we all buy items in groups. It is the task of the retailers to figure out what kind of items are bought together, to optimize merchandising and increase revenue.
The Complete Guide to Developing a Marketing BudgetRichard Hatheway
Marketing budgets are a business critical tool, as they help you determine what the costs will be for the various campaigns, programs and activities that the Marketing Department runs throughout the year. Unfortunately, most marketers don’t know how or where to begin creating a budget. While business courses in college may have touched on the subject, the reality is that most marketers learn how to develop a budget on the job, often through trial-and-error.
This blog will provide an overview and outline of the basic steps needed to develop a marketing budget from scratch.
A/B-testen binnen online markerting: zo pak je het aan!valantic NL
A/B-testen binnen conversie-optimalisatie is voor veel retailers, merken en groothandels al een vast onderdeel van hun online marketingstrategie. Maar wist je dat je ook op andere online marketingvlakken A/B-testen heel goed kunt inzetten om de omzet van jouw webshop te verhogen en je klant beter te leren kennen? Tijdens deze webinar laten meerdere specialisten van ISM zien hoe je dat aanpakt binnen zoekmachine-optimalisatie (SEO), E-mailmarketing, Social media advertising, Online Advertising en natuurlijk Conversie-optimalisatie.
Jirafe E-commerce Strategy Session: How to Prepare for the Holidays and Sell ...Laura Sankowich
Learn how to use data to prep for the holidays and compete with brands like Amazon. During our session you will learn:
- How to capture the attention of more than 66% consumers who have already started their holiday shopping.
- How to track revenue related to your marketing channels, and optimize your marketing spend.
- How to properly segment your audience, and target them with promotions and discount codes that will drive sales.
- Additional tips for merchandising and dicounting items based on sell-through rates.
ABM: Illustrate and Quantify Marketing’s Role in the Value ChainAaron Smith
Increasingly, marketing is seen as a cost center versus a contributor to business growth. Oftentimes, this view comes from misalignment with sales and an inability to demonstrate meaningful results. As the complexity of the B2B landscape increases, marketers need new ways not only to engage their target buyers but also reestablish themselves as value creators.
This session will illustrate the successful transition of a consulting firm's marketing strategy from broad to account-based marketing - and the role that lead generation played within it. This journey of more than a year ended in some of the highest client margin increases (as a percentage) across the firm. One of the biggest wins is the alignment and collaboration between sales and marketing -- the holy grail for most organizations. Key takeaways:
• Learn why shifting from broad reach to account-based marketing yields better outcomes with fewer resources.
• Understand how to influence the sales team for effective change management across your organization.
• Discover the right measures to show the value of and return from your account-based marketing while winning favor with your firm’s leadership.
(Disclaimer: The opinions and positions expressed are mine and don’t necessarily reflect those of Spencer Stuart.)
Market Analysis Techniques And Methods PowerPoint Presentation Slides SlideTeam
Our pre built market analysis techniques and methods slide presentation is the helping hand you need to explain your next market analysis business plan. With help of PowerPoint presentation slides included in this PPT sample you can brief your employees about market research and market strategy analysis done by you. Using this market research methods PPT model you can also share insights with employees about how the market is doing so as to perfrom better in the business. Apart from this, this research techniques PowerPoint presentation supports to underline other closely related concepts like pricing strategies, asymmetric competition, business model, SWOT analysis, market trends, risk analysis etc. Innovative presentation slides like industry size, understanding the target market, industry cost structure, distribution channels, market share of competitors etc. makes this PPT slide show even more amazing. Best thing here is that you can contact our graphic designers to get customized pictorial show. So, what holding you back? It's time to visualize your next market research techniques PowerPoint show. Just click and get started. Spruce up your act with our Market Analysis Techniques And Methods PowerPoint Presentation Slides. Keep your listeners glued to their seats with your exciting ideas.
Increasing sales is based on knowing “what items are bought together” so that retailers and distributors can improve merchandising and drive more sales through all channels. As shoppers, we all buy items in groups. It is the task of the retailers to figure out what kind of items are bought together, to optimize merchandising and increase revenue.
The Complete Guide to Developing a Marketing BudgetRichard Hatheway
Marketing budgets are a business critical tool, as they help you determine what the costs will be for the various campaigns, programs and activities that the Marketing Department runs throughout the year. Unfortunately, most marketers don’t know how or where to begin creating a budget. While business courses in college may have touched on the subject, the reality is that most marketers learn how to develop a budget on the job, often through trial-and-error.
This blog will provide an overview and outline of the basic steps needed to develop a marketing budget from scratch.
A/B-testen binnen online markerting: zo pak je het aan!valantic NL
A/B-testen binnen conversie-optimalisatie is voor veel retailers, merken en groothandels al een vast onderdeel van hun online marketingstrategie. Maar wist je dat je ook op andere online marketingvlakken A/B-testen heel goed kunt inzetten om de omzet van jouw webshop te verhogen en je klant beter te leren kennen? Tijdens deze webinar laten meerdere specialisten van ISM zien hoe je dat aanpakt binnen zoekmachine-optimalisatie (SEO), E-mailmarketing, Social media advertising, Online Advertising en natuurlijk Conversie-optimalisatie.
Jirafe E-commerce Strategy Session: How to Prepare for the Holidays and Sell ...Laura Sankowich
Learn how to use data to prep for the holidays and compete with brands like Amazon. During our session you will learn:
- How to capture the attention of more than 66% consumers who have already started their holiday shopping.
- How to track revenue related to your marketing channels, and optimize your marketing spend.
- How to properly segment your audience, and target them with promotions and discount codes that will drive sales.
- Additional tips for merchandising and dicounting items based on sell-through rates.
ABM: Illustrate and Quantify Marketing’s Role in the Value ChainAaron Smith
Increasingly, marketing is seen as a cost center versus a contributor to business growth. Oftentimes, this view comes from misalignment with sales and an inability to demonstrate meaningful results. As the complexity of the B2B landscape increases, marketers need new ways not only to engage their target buyers but also reestablish themselves as value creators.
This session will illustrate the successful transition of a consulting firm's marketing strategy from broad to account-based marketing - and the role that lead generation played within it. This journey of more than a year ended in some of the highest client margin increases (as a percentage) across the firm. One of the biggest wins is the alignment and collaboration between sales and marketing -- the holy grail for most organizations. Key takeaways:
• Learn why shifting from broad reach to account-based marketing yields better outcomes with fewer resources.
• Understand how to influence the sales team for effective change management across your organization.
• Discover the right measures to show the value of and return from your account-based marketing while winning favor with your firm’s leadership.
(Disclaimer: The opinions and positions expressed are mine and don’t necessarily reflect those of Spencer Stuart.)
Market Analysis Techniques And Methods PowerPoint Presentation Slides SlideTeam
Our pre built market analysis techniques and methods slide presentation is the helping hand you need to explain your next market analysis business plan. With help of PowerPoint presentation slides included in this PPT sample you can brief your employees about market research and market strategy analysis done by you. Using this market research methods PPT model you can also share insights with employees about how the market is doing so as to perfrom better in the business. Apart from this, this research techniques PowerPoint presentation supports to underline other closely related concepts like pricing strategies, asymmetric competition, business model, SWOT analysis, market trends, risk analysis etc. Innovative presentation slides like industry size, understanding the target market, industry cost structure, distribution channels, market share of competitors etc. makes this PPT slide show even more amazing. Best thing here is that you can contact our graphic designers to get customized pictorial show. So, what holding you back? It's time to visualize your next market research techniques PowerPoint show. Just click and get started. Spruce up your act with our Market Analysis Techniques And Methods PowerPoint Presentation Slides. Keep your listeners glued to their seats with your exciting ideas.
5 metrics to strengthen your multichannel sales strategydevin simon
For many eCommerce companies, measuring multichannel sales performance is a challenge. And as your organisation expands to new sales channels like marketplaces, your own brand web stores, and social commerce channels, the complexity for measuring their performance increases.
So, you may end up being confused on which KPIs to track, or end up tracking every known KPI out there. To avoid this, we have listed some of the most prominent KPIs that can help you critically analyse your multichannel sales strategy:
This is an exercise.
here Leads-> Prospects--->Customers
equivalent
Unique visitors ->likes->follow/subscribe
All data taken partially and average sales equivalent to ad cost /subscriber
In real life the target of revenue will be far far higher than projected.
What are you getting in return for "the cost of doing business" padding retailer margins with your Trade dollars? Let my team help you achieve WIN/WIN promotions between you and your retail partners.
What are you getting for your Trade Dollars? Is it just a "cost of doing business", a way to pad your retailers margin? Let my team help you create WIN/WIN promotions with your retail partners
UNIT V SALES REPORTS AND ETHICS IN PERSONAL SELLING FOR CBCS BCOM PERSONAL ...Dr. Toran Lal Verma
UNIT V SALES REPORTS AND ETHICS IN PERSONAL SELLING FOR CBCS BCOM PERSONAL SELLING AND SALESMANSHIP. This slideshow deals with the meaning of sales report, types of sales reports, importance of sales report, meaning of sales manual, essentials of sales manual, contents of sales manual, What is a tour diary, what is cash memo, what is an order book, what are the ethics in personal selling etc.
How to use brand analytics to lead a business review on your Brand
You owe your brand a deep-dive business review at least once a year. It should be the start of your brand planning process. Otherwise, you are being negligent to your brand and will operate on the surface level, missing what’s going on beneath the surface. To go deep, you need to look at everything–including the category, consumers, channels, competitors and then your own brand.
Amazon Vendor Central Reporting 201: How to Uplevel Your Amazon StrategyTinuiti
Sales and traffic diagnostics, consumer behavior reports, operational performance, and more – the data you can get from Vendor Central in Amazon is robust and can help you drive performance on the platform – if you know what to do with it.
In this webinar, one of our top Amazon experts will talk about how to utilize Vendor Central reporting to uncover your strengths and opportunities on Amazon and then how to turn that data into actionable strategy.
Model Attribute Check Company Auto PropertyCeline George
In Odoo, the multi-company feature allows you to manage multiple companies within a single Odoo database instance. Each company can have its own configurations while still sharing common resources such as products, customers, and suppliers.
Introduction to AI for Nonprofits with Tapp NetworkTechSoup
Dive into the world of AI! Experts Jon Hill and Tareq Monaur will guide you through AI's role in enhancing nonprofit websites and basic marketing strategies, making it easy to understand and apply.
Synthetic Fiber Construction in lab .pptxPavel ( NSTU)
Synthetic fiber production is a fascinating and complex field that blends chemistry, engineering, and environmental science. By understanding these aspects, students can gain a comprehensive view of synthetic fiber production, its impact on society and the environment, and the potential for future innovations. Synthetic fibers play a crucial role in modern society, impacting various aspects of daily life, industry, and the environment. ynthetic fibers are integral to modern life, offering a range of benefits from cost-effectiveness and versatility to innovative applications and performance characteristics. While they pose environmental challenges, ongoing research and development aim to create more sustainable and eco-friendly alternatives. Understanding the importance of synthetic fibers helps in appreciating their role in the economy, industry, and daily life, while also emphasizing the need for sustainable practices and innovation.
Normal Labour/ Stages of Labour/ Mechanism of LabourWasim Ak
Normal labor is also termed spontaneous labor, defined as the natural physiological process through which the fetus, placenta, and membranes are expelled from the uterus through the birth canal at term (37 to 42 weeks
Honest Reviews of Tim Han LMA Course Program.pptxtimhan337
Personal development courses are widely available today, with each one promising life-changing outcomes. Tim Han’s Life Mastery Achievers (LMA) Course has drawn a lot of interest. In addition to offering my frank assessment of Success Insider’s LMA Course, this piece examines the course’s effects via a variety of Tim Han LMA course reviews and Success Insider comments.
Read| The latest issue of The Challenger is here! We are thrilled to announce that our school paper has qualified for the NATIONAL SCHOOLS PRESS CONFERENCE (NSPC) 2024. Thank you for your unwavering support and trust. Dive into the stories that made us stand out!
How to Make a Field invisible in Odoo 17Celine George
It is possible to hide or invisible some fields in odoo. Commonly using “invisible” attribute in the field definition to invisible the fields. This slide will show how to make a field invisible in odoo 17.
2024.06.01 Introducing a competency framework for languag learning materials ...Sandy Millin
http://sandymillin.wordpress.com/iateflwebinar2024
Published classroom materials form the basis of syllabuses, drive teacher professional development, and have a potentially huge influence on learners, teachers and education systems. All teachers also create their own materials, whether a few sentences on a blackboard, a highly-structured fully-realised online course, or anything in between. Despite this, the knowledge and skills needed to create effective language learning materials are rarely part of teacher training, and are mostly learnt by trial and error.
Knowledge and skills frameworks, generally called competency frameworks, for ELT teachers, trainers and managers have existed for a few years now. However, until I created one for my MA dissertation, there wasn’t one drawing together what we need to know and do to be able to effectively produce language learning materials.
This webinar will introduce you to my framework, highlighting the key competencies I identified from my research. It will also show how anybody involved in language teaching (any language, not just English!), teacher training, managing schools or developing language learning materials can benefit from using the framework.
Unit 8 - Information and Communication Technology (Paper I).pdfThiyagu K
This slides describes the basic concepts of ICT, basics of Email, Emerging Technology and Digital Initiatives in Education. This presentations aligns with the UGC Paper I syllabus.
Unit 8 - Information and Communication Technology (Paper I).pdf
Eight key sales metrics 1
1.
2. Executive Summary
Fifty years ago, there was no fuel gauge in the Volkswagen Beetle... so drivers actually had to stop and
use a dipstick to nd out how much gas they had left in the tank. Then they had to guess, or hope,
they had enough fuel to make it to the next gas station.
Cars have come a long way in 50 years. Today we take our dashboards for granted. Sensors can tell us
if a single tire is under-in ated, and our GSP systems guide us through every corner precisely to our
destination.
But when it comes to sales data, many technology vendors are still operating like a VW driver from 50
years ago: missing important feedback on channel sales, and relying on guesswork—or sheer
hope—that they have enough product or enough sales to make it to the end of the quarter.
For a vendor, the more you know about how your products are selling, the better you can allocate
your nite sales and marketing resources. And the faster you can ramp up to supply follow-ups,
add-ons, or new versions of your most popular products.
For example, the following eight sales metrics provide essential feedback:
• Total Monthly Sales
• Total Sales by SKU
• Monthly Sales by Reseller
• Monthly Sales by Reseller Segment
• Monthly Sales by Reseller by SKU
• Monthly Sales by Product Category
• Inventory on Hand
• Unique Resellers
This white paper describes each of these metrics, why they are so vital, and how to
use them to drive your business to better success in the channel.
Do your POS reports from distributors and resellers clearly show all these metrics? Or are they just
data dumps that demand days of ddling to reveal any patterns? Or do you see any reports at all from
your channel partners?
In today’s volatile market, channel and sales executives need an automated system to extract these
metrics from raw POS reports, and display them on an easy-to-scan dashboard. When all eight of
these sales metrics are quickly visible, the top challenges and opportunities leap out at you immedi-
ately... and the road to better channel success becomes clear.
NOTE
This white paper describes each of these metrics, and why they are vital to drive your business to better success.
3. TOTAL MONTHLY SALES
What this metric is:
Your total sales by month for all products through all resellers/retailers; in other words: your top line.
What this metric shows:
The annual cycle and overall trends of all your channel sales.
Why you absolutely need to see this:
Without seeing this cycle, how can you quickly tell whether your channel business is trending up or
down? Without knowing your annual sales pattern, how can you prepare for any seasonal ups and
downs? Or plan marketing campaigns and promotions for maximum impact?
How to use this metric to drive your business:
1. Generate a smoother revenue stream by planning promotions during any slower periods.
2. Milk the most from any exceptionally strong periods with any further marketing e orts.
Another way to look at it:
You can also view the same numbers as a 12-month rolling trend line with a new data point for each
month. This view rules out any seasonal e ects to give you a more realistic picture on whether your
channel sales are actually increasing or declining.
4. TOTAL SALES by SKU
What this metric is:
Your total sales by SKU by month.
What this metric shows:
Which of your products sell best through the channel and at what time of the year.
Why you absolutely need to see this:
This metric shows your product-by-products sales; without seeing that, how can you tell what’s hot
and what’s not? And without seeing the month-by-month trends, how can you know which products
are moving up and which may have stalled? Or know how best to allocate your sales and marketing
resources to build pro ts?
How to use this metric to drive your business:
1. Review sales by SKU by month to see which are your strongest and weakest channel
performers.
2. Change the dates on your period-over-period trends to coincide with any marketing
program for a quick check on its ROI (return on investment).
3. Use this calculation to check the e ectiveness of spi s and other item-speci c promotions,
and gauge the direct impact of these promotions on sales.
4. Allocate sales and marketing resources to the most productive SKUs at the most
productive times of the year to build channel sales and pro ts.
5. MONTHLY SALES by RESELLER
What this metric is:
Your total monthly sales for all products through each reseller/retailer.
What this metric shows:
How important each channel partner is to your sales, and whether each is moving up or down over
time.
Why you absolutely need to see this:
This shows who you’ve lost and who you’ve gained... and how much revenue those gains and losses
represent. That makes this one of the most important metrics to extract from your POS reports.
Another way to look at it:
Look at a graphic showing the trend for each reseller over time, and compare it to the rest.
How to use this metric to drive your business:
1. Invest co-op dollars in your best resellers.
2. Try to replicate your top resellers.
For example, if your top channel is techdepot.com, consider a marketing
investment in staples.com or o cemax.com, which should pay o just as well.
6. MONTHLY SALES by RESELLER SEGMENT
What this metric is:
Your total monthly sales by reseller segment.
What this metric shows:
Which market segments your resellers are selling your products to.
Why you absolutely need to see this:
Getting to know your resellers intimately points out potential niche markets. If you take the time to
understand each reseller’s customer base, you can begin to categorize them and visualize your sales
by reseller segment.
How to use this metric to drive your business:
1. Make the most of your resources by marketing to select segments, rather than the
entire market.
For example, this graph quickly reveals that this vendor should focus on healthcare and
SMB resellers, rather than education or military resellers.
2. Attend trade shows, take part in channel promotions, and run other marketing campaigns
targeted at your most promising segments.
3. By the same token, avoid general-purpose or shotgun promotions with a weaker focus
that are not as likely to pay o .
7. MONTHLY SALES by RESELLER by SKU
What this metric is:
Your monthly sales for each SKU through each reseller/retailer.
What this metric shows:
Which SKUs each reseller is buying and when.
Why you absolutely need to see this:
This metric tends to give the most “ah-ha” moments, by challenging presumptions that may not be
true.
Another way to look at it:
Look at a graphic showing the trend for each reseller for each SKU over time, and compare it to the
rest.
How to use this metric to drive your business:
1. Challenge your presumptions by drilling down.
For example, Reseller X may look like a top partner, yet they only bought one product in
quantity a couple of times, perhaps to ll a big one-time order.
2. Look for unexploited sales potential.
For example, what looks like a successful SKU may actually be moving
through only reseller. In this case, sharing co-op dollars for that SKU with
other resellers should improve your results.
8. MONTHLY SALES by PRODUCT CATEGORY
What this metric is:
Your monthly sales by product category.
What this metric shows:
Which types of product are moving over time.
Why you absolutely need to see this:
Categorizing your products gives you a more accurate look at a product segment as a whole, instead
of each individual SKU.
How to use this metric to drive your business:
1. Analyze your products by category to challenge your presumptions.
For example, you may discover that one category looks to be doing well, but its sales are
dominated by a single SKU, while the rest of the category is weak. Meanwhile, an entirely
di erent category may show greater strength across the board.
2. Revise product road maps and release dates to re ect the true strength
of your product categories.
3. Revise your marketing and promotions to re ect the true strength of your
product categories.
4. Revise how you pitch products to prospective resellers.
For example, if they are strong in the same product categories, make sure to
stress that you have products well-suited to their clients that will likely sell
through strongly.
9. INVENTORY ON HAND
What this metric is:
Your total inventory in the channel by SKU by week, as well as your current run rate.
What this metric shows:
How much of each SKU is available to the channel.
Why you absolutely need to see this:
Watching your inventory in distribution helps avoid costly returns, shortages, and lost sales.
Another way to look at it:
A graphic of the trend for each SKU over time shows at a glance the right level of inventory.
How to use this metric to drive your business:
1. Compare your in-stock balance with the average run rate to predict shortages
and overstocks.
2. If your stock is much greater than your run rate, consider a promotion or price cut
to move it faster.
3. If your run rate is higher than your stock, remind channel partners to re-order to
avoid lost sales.
4. Learn your partner requirements.
For example, after only six weeks, some distributors change the status of
underperforming SKUs to “special order.” Knowing this can help you time launches
and promotions to drive sales on products you want stocked in all their warehouses.
10. UNIQUE RESELLERS
What this metric is:
A list of all retailers/resellers who ordered anything from you within a speci ed time period.
What this metric shows:
Which new resellers you are gaining.
Why you absolutely need to see this:
This helps quickly calculate the ROI on any marketing programs aimed at growing your reseller base.
How to use this metric to drive your business:
1. Use this metric to evaluate the results of your reseller marketing programs.
For example, do a direct mailing to 50 resellers, and then check the results. If this
report shows that no new resellers from your target 50 ordered anything in 90 days,
that mailing was not e ective.
2. Repeat or build on successful marketing messages.
On the other hand, if this report shows that many recent orders came from new resellers
on your hit list, then your mailing worked.
NOTE
The question arises: “If these metrics are so important, why doesn’t everyone use them?”
11. WHY DOESN’T EVERYONE USE THESE METRICS?
Now that we’ve seen how important these eight metrics are, the question arises: Why doesn’t everyone use
them—especially today, when the economy is so volatile and buyers are so unpredictable?
After all, no company can a ord to make mistakes or to miss out on opportunities. Every technology vendor needs
precise, up-to-date sales metrics to adapt quickly and decisively to changing markets.
And presenting these metrics on a visual dashboard shows patterns faster and better than hunting through an
inch-thick report. After all, this is why your car’s gas supply shows on a gauge rather than a printed report.
The problem is: The typical reports provided by distributors and resellers/retailers do not provide these metrics;
they are only raw data dumps. (Some distributors won’t even release that much, fearing they will someone “give
away the secrets” that make their channel partners stick with them. But in this case, ignorance is not bliss.)
Extracting meaningful metrics from these reports is so time-consuming that many technology vendors don’t do it
more than once a quarter. And they seldom create visual charts or graphs, especially any to be re-generated on the
y for di erent SKUs, time periods, or channel partners.
So the vital metrics that could improve everyone’s business are never extracted from the available mass of POS
data, because this process is just too slow, ponderous, or guarded.
These vendors are operating rather like those VW drivers from 50 years ago: They pull o the road once in a while
to peek into a mass of data, and then resume driving on a prayer that they can reach the next stop. Those
companies are trying to build channel sales by literally “driving blind.” Is this an e ective way to run a business in
the 21st century?
NOTE
Without a dashboard showing these eight key metrics, any technology vendor is “driving blind.”
12. CONCLUSIONS
Fortunately, a practical channel sales dashboard for technology vendors now exists. The Channel
Informer® runs on a secure Web portal linked to your channel partners to provide 24/7 feedback on
your company’s POS performance. Using this dashboard, you can drive your business to more
channel success.
In fact, all the screenshots in this white paper are taken from demo data in the Channel Informer.
Imagine what it could do with real, live data from your company.
To nd out more about how you can see up-to-date sales metrics on your own dashboard, visit
www.channelinformer.com and try the demo. Or call (800) 661-9715 to discuss how to make this
dashboard available to your team.
About Global
Established in 1996, Global Marketing Partners, Inc. helps IT vendors grow
their sales in the channel with direct access to multi-national distribution
channels, business intelligence, and marketing programs. Global has
helped more than 500 technology vendors such as Case Logic, Energizer,
Microsoft, and Symantec improve their channel results through distribu-
tors and national retail chains. Our wholesale/reseller clients include Baker
& Taylor, Best Buy, CompUSA, Computer City, Ingram Micro, Navarre
Corporation, Navarre Entertainment, and Tech Data.
Global Marketing Partners, Inc.
6300 Canoga Avenue
Woodland Hills, CA 91367
818.713.2700 • 800.661.9715
www.globalwrx.com