Many businesses automate AP first, focusing on fixing problems that arise from inefficient processes, such as heavy paper invoice volume and frequent late payments.
Revenue Assurance Industry Update - Webinar by Dr. Gadi Solotorevsky, cVidya'...cVidya Networks
The Revenue Assurance arena is going through significant changes. To learn more, see this webinar presentation by Dr. Gadi Solotorevsky, cVidya’s CTO and Chair of the Revenue Assurance Modeling Team of the TM Forum. Find out more about those changes, the reasons behind them, and how they come into play in the daily activities of Revenue Assurance departments.
For more information on revenue assurance: http://www.cvidya.com/
Understanding revenue risk is central to implementing effective RA controls, and to establishing a company-wide revenue and cost risk management framework.
Identifying and closing control gaps should be the highest priority for revenue assurance managers today.
This webinar with Geoff Ibbett, independent consultant and TM Forum Trainer, discussed an approach to risk mitigation that will allow managers to optimise costs at the same time.
Covered in the webinar:
- An introduction to RA maturity
- Basic risk management concepts
- Preventative vs. corrective techniques
- The importance of primary and secondary controls
- Dynamic risk management
Smart Margin Analytics: Why Bolting on a Margin Assurance Capability to an Ex...cVidya Networks
Smart Margin Analytics: Why Bolting on a Margin Assurance Capability to an Existing Revenue Assurance System can Deliver Big Savings – a presentation by Efrat Nissimov, cVidya’s Director of Product Management at the “Big Data and Analytics for Telecom & Mobile Carriers” event in Atlanta.
Revenue Assurance, Fraud Reduction and Cost Managment in Telecoms ConferenceArena International
Revenue Assurance, Fraud Reduction and Cost Management in Telecoms 2010 offers practical and effective strategies you can implement in your business to optimise revenue assurance and control costs. Building on the feedback from our successful 2009 event, the 2010 conference features more case studies from operators, VMNOs and ISPs than ever before, and a new focus on combating telecoms fraud.
Held on the 11 and 12 May 2010 in London is the biggest and most eagerly anticipated conference in the EMEA, and will bring together key industry experts to provide answers to current topical questions. From coping with the global economic recession and effectively controlling roaming revenues to limiting bad debt, this conference will provide insight on how to solve the critical issues that you face in the industry today.
Many businesses automate AP first, focusing on fixing problems that arise from inefficient processes, such as heavy paper invoice volume and frequent late payments.
Revenue Assurance Industry Update - Webinar by Dr. Gadi Solotorevsky, cVidya'...cVidya Networks
The Revenue Assurance arena is going through significant changes. To learn more, see this webinar presentation by Dr. Gadi Solotorevsky, cVidya’s CTO and Chair of the Revenue Assurance Modeling Team of the TM Forum. Find out more about those changes, the reasons behind them, and how they come into play in the daily activities of Revenue Assurance departments.
For more information on revenue assurance: http://www.cvidya.com/
Understanding revenue risk is central to implementing effective RA controls, and to establishing a company-wide revenue and cost risk management framework.
Identifying and closing control gaps should be the highest priority for revenue assurance managers today.
This webinar with Geoff Ibbett, independent consultant and TM Forum Trainer, discussed an approach to risk mitigation that will allow managers to optimise costs at the same time.
Covered in the webinar:
- An introduction to RA maturity
- Basic risk management concepts
- Preventative vs. corrective techniques
- The importance of primary and secondary controls
- Dynamic risk management
Smart Margin Analytics: Why Bolting on a Margin Assurance Capability to an Ex...cVidya Networks
Smart Margin Analytics: Why Bolting on a Margin Assurance Capability to an Existing Revenue Assurance System can Deliver Big Savings – a presentation by Efrat Nissimov, cVidya’s Director of Product Management at the “Big Data and Analytics for Telecom & Mobile Carriers” event in Atlanta.
Revenue Assurance, Fraud Reduction and Cost Managment in Telecoms ConferenceArena International
Revenue Assurance, Fraud Reduction and Cost Management in Telecoms 2010 offers practical and effective strategies you can implement in your business to optimise revenue assurance and control costs. Building on the feedback from our successful 2009 event, the 2010 conference features more case studies from operators, VMNOs and ISPs than ever before, and a new focus on combating telecoms fraud.
Held on the 11 and 12 May 2010 in London is the biggest and most eagerly anticipated conference in the EMEA, and will bring together key industry experts to provide answers to current topical questions. From coping with the global economic recession and effectively controlling roaming revenues to limiting bad debt, this conference will provide insight on how to solve the critical issues that you face in the industry today.
cVidya and Atlantic Tele-Network Inc - Revenue Assurance PresentationcVidya Networks
Atlantic Tele-Network Inc presented the following on "End-to-End Revenue Assurance in a Group Company Environment" in April 2011 at the TeleStrategies Revenue Assurance and Management Conference.
Parcus Group presentation to Pacific Islands Telecom Association (PITA) AGM & Conference 2016 on telecom revenue assurance, methodologies and considerations including steps on detection, correction and prevention.
Zen Infographic - Revenue Assurance AutomationSubex
Revenue Assurance Automation-The Key to Growth and Profitability
Zen is the industry’s first Virtual RA Analyst, which directly gives root causes of leakages, improving analyst productivity by more than 75%. Not only this, ROC Revenue Assurance is mobile device enabled. Executives can gauge RA health, analyze key metrics and make critical business decisions on the move.
Flybe case study: How to transform the Back Office
An honest case study of the transformation program of the Back Office at FlyBe
Learn how Richard and the team managed change to transform HR, Finance and Procurement at one of Europe's largest Airline
Revenue assurance (RA) is a niche business activity most commonly undertaken within businesses that provide telecommunication services. The activity is the use of data quality and process improvement methods that improve profits, revenues and cash flows without influencing demand.
Procure to Pay Process Tax Compliance Improvement Guidelines - WebinarSovos
How to automate tax compliance along the procure to pay process to ensure compliance. Various semi-automated and automated real-time and batch options included.
Please check out Murali Nemani, Cisco Director of Service Provider Marketing, keynote "ShiFt Happens" debuted at IPTV World Forum 2010.
What's top of mind in 2010? The universal answer is "monetization." The re-shaping of the video ecosystem as a catalyst for online video.
Learn about the 3rd Wave: IP Video & the 5 Tenets for IP Video 1) next gem platform 2) large scale unicast 3) video intelligence 4) common client architecture 5)managed/unmanaged.
cVidya and Atlantic Tele-Network Inc - Revenue Assurance PresentationcVidya Networks
Atlantic Tele-Network Inc presented the following on "End-to-End Revenue Assurance in a Group Company Environment" in April 2011 at the TeleStrategies Revenue Assurance and Management Conference.
Parcus Group presentation to Pacific Islands Telecom Association (PITA) AGM & Conference 2016 on telecom revenue assurance, methodologies and considerations including steps on detection, correction and prevention.
Zen Infographic - Revenue Assurance AutomationSubex
Revenue Assurance Automation-The Key to Growth and Profitability
Zen is the industry’s first Virtual RA Analyst, which directly gives root causes of leakages, improving analyst productivity by more than 75%. Not only this, ROC Revenue Assurance is mobile device enabled. Executives can gauge RA health, analyze key metrics and make critical business decisions on the move.
Flybe case study: How to transform the Back Office
An honest case study of the transformation program of the Back Office at FlyBe
Learn how Richard and the team managed change to transform HR, Finance and Procurement at one of Europe's largest Airline
Revenue assurance (RA) is a niche business activity most commonly undertaken within businesses that provide telecommunication services. The activity is the use of data quality and process improvement methods that improve profits, revenues and cash flows without influencing demand.
Procure to Pay Process Tax Compliance Improvement Guidelines - WebinarSovos
How to automate tax compliance along the procure to pay process to ensure compliance. Various semi-automated and automated real-time and batch options included.
Please check out Murali Nemani, Cisco Director of Service Provider Marketing, keynote "ShiFt Happens" debuted at IPTV World Forum 2010.
What's top of mind in 2010? The universal answer is "monetization." The re-shaping of the video ecosystem as a catalyst for online video.
Learn about the 3rd Wave: IP Video & the 5 Tenets for IP Video 1) next gem platform 2) large scale unicast 3) video intelligence 4) common client architecture 5)managed/unmanaged.
Advertising is just pretty pictures in magazines. World leaders need perspective, insight and solutions as they tackle the global challenges of the 21st Century, not pretty pictures. Media or events targeted at world leaders can be resourced - not by 'ad sales', but by marketing content partnerships to solution-providers and thought-leaders. My Partnership Marketing methodology has secured nearly £50 million in sponsorship revenue, and helped to fund dozens of publications, events and websites.
This new Spotlight Report explores the goals and challenges associated with marketing analytics. It shows how marketing success is measured, evaluated, reported and optimized. The report data and charts are based on a comprehensive survey of marketing professionals in our Technology Marketing Community on LinkedIn.
Key findings include:
- Marketers expect four key benefits from marketing analytics: (1) better understanding which marketing platforms deliver the most ROI, (2) better prioritization of marketing tactics, (3) better marketing message and positioning, and (4) better demonstration of the value marketing contributes to sales.
- Gaining actionable insights from marketing analytics is by far the most important business objective. Being able to combine data to achieve those insights is the top operational objective.
- Lack of resources, data quality, and lack of system integration are the most mentioned challenges.
- Marketing analytics budgets are expected to grow for about half of respondents.
- The most popular applications for marketing analytics are Google Analytics and Microsoft Excel.
We hope you will enjoy the report - you can download it here: http://www.marketingbuddy.com/download-the-marketing-analytics-report/
Partner Management studies have shown that to become a highly successful channel partner you need to focus on a few traits, which you need to adhere to.
Building a Powerful Business Case That Will Resonate With All Key Stakeholder...SAP Ariba
During this session, leaders from various organizations will discuss how to build a business case for a business commerce program that will provide significant opportunities for AP/Treasury, Procurement and Finance in order to bring together the three functions that have traditionally operated independently.
Studies show that top performing companies are using “touchless” (or straight-through) processing to process invoices in 1-3 days, compared to more than 15 days for the average company. This enables them to maximize discount capture and “best pricing” through spend analysis and contract management.
Every invoice that is processed in a touchless manner saves a tremendous amount of time, resources and money. Many top performing companies have implemented touchless processing and they continue to reap the benefits and improve year after year.
This 45-minute session with industry expert David Hay will discuss:
-How touchless processing can be achieved
-Process change and automation
-Collaborating with procurement to achieve touchless transactions
-Usage of cloud and mobile technologies
A Stress-free Guide to Mergers Acquisitions and Divestitures.pdfeprentise
Mergers, acquisitions, and divestitures are full of opportunities to take advantage of complementary resources, discover new market opportunities, reinvent processes, and capitalize on excitement. Familiarize yourself with best practices to ensure your organization is getting the most value out of the deal.
Having supported over $400 billion worth of merger, acquisitions and divestiture transactions with Oracle E-Business Suite (EBS) customers our speaker and industry-expert, CEO and Founder of eprentise, Helene Abrams discusses key integrations and considerations when undertaking M&A projects to help avoid transitional pitfalls.
With over 20 years of experience, technology specialist and influencer Husein Fazal, the Head of Financials and Procurement at Claremont, has delivered many successful enterprise-level programmes, with a strategic vision and the ability to translate that vision to an operational solution, providing an engaging narrative for stakeholders throughout the merger, acquisition, and divestment process.
Deal Registration - Channel Chiefs Council Webinar - Jay McBain - Dec 2016Jay McBain
The Canadian Channel Chiefs Council (C4) is hosting a first of its kind webinar on a topic that has become the most hotly debated area in the channel today: deal registration. Taking place on Dec. 13th at 1 PM ET, the webinar will feature noted channel professional Jay McBain of ChannelEyes to outline what the future holds for deal registration programs in light of the recent announcement by Salesforce.com on its new Einstein tool.
Einstein is an artificial intelligence tool that promises to take all the data that organizations have dutifully been capturing to their CRM for years and put it to good use, at first making recommendations about what leads sales reps should call first, or what personalization path is most appropriate for a marketing campaign.
McBain, who was a channel executive at Lenovo and with AutoTask, intends to provide the audience of this webinar new information on how artificial intelligence and machine learning is going to impact the channel. He believes tools such as Einstein are an exciting new thing that’s going to rapidly change the way vendors look at deal registration today. McBain’s ChannelEyes organization works to provide real-time sales intelligence for channel professionals.
But Einstein is not the only topic of discussion for this webinar. McBain also plans on unveiling new strategies on deal registration for those who are still developing their channel structure and programs. He also has ideas for what to do in terms of conflict resolution and the rules of engagement when it comes to deal registration.
McBain also plans on answering questions from channel chiefs and other channel professionals at the webinar.
Similar to Webinar - Enable Partners Proven Solutions (20)
GridMate - End to end testing is a critical piece to ensure quality and avoid...ThomasParaiso2
End to end testing is a critical piece to ensure quality and avoid regressions. In this session, we share our journey building an E2E testing pipeline for GridMate components (LWC and Aura) using Cypress, JSForce, FakerJS…
GraphSummit Singapore | The Future of Agility: Supercharging Digital Transfor...Neo4j
Leonard Jayamohan, Partner & Generative AI Lead, Deloitte
This keynote will reveal how Deloitte leverages Neo4j’s graph power for groundbreaking digital twin solutions, achieving a staggering 100x performance boost. Discover the essential role knowledge graphs play in successful generative AI implementations. Plus, get an exclusive look at an innovative Neo4j + Generative AI solution Deloitte is developing in-house.
DevOps and Testing slides at DASA ConnectKari Kakkonen
My and Rik Marselis slides at 30.5.2024 DASA Connect conference. We discuss about what is testing, then what is agile testing and finally what is Testing in DevOps. Finally we had lovely workshop with the participants trying to find out different ways to think about quality and testing in different parts of the DevOps infinity loop.
Dr. Sean Tan, Head of Data Science, Changi Airport Group
Discover how Changi Airport Group (CAG) leverages graph technologies and generative AI to revolutionize their search capabilities. This session delves into the unique search needs of CAG’s diverse passengers and customers, showcasing how graph data structures enhance the accuracy and relevance of AI-generated search results, mitigating the risk of “hallucinations” and improving the overall customer journey.
UiPath Test Automation using UiPath Test Suite series, part 5DianaGray10
Welcome to UiPath Test Automation using UiPath Test Suite series part 5. In this session, we will cover CI/CD with devops.
Topics covered:
CI/CD with in UiPath
End-to-end overview of CI/CD pipeline with Azure devops
Speaker:
Lyndsey Byblow, Test Suite Sales Engineer @ UiPath, Inc.
Alt. GDG Cloud Southlake #33: Boule & Rebala: Effective AppSec in SDLC using ...James Anderson
Effective Application Security in Software Delivery lifecycle using Deployment Firewall and DBOM
The modern software delivery process (or the CI/CD process) includes many tools, distributed teams, open-source code, and cloud platforms. Constant focus on speed to release software to market, along with the traditional slow and manual security checks has caused gaps in continuous security as an important piece in the software supply chain. Today organizations feel more susceptible to external and internal cyber threats due to the vast attack surface in their applications supply chain and the lack of end-to-end governance and risk management.
The software team must secure its software delivery process to avoid vulnerability and security breaches. This needs to be achieved with existing tool chains and without extensive rework of the delivery processes. This talk will present strategies and techniques for providing visibility into the true risk of the existing vulnerabilities, preventing the introduction of security issues in the software, resolving vulnerabilities in production environments quickly, and capturing the deployment bill of materials (DBOM).
Speakers:
Bob Boule
Robert Boule is a technology enthusiast with PASSION for technology and making things work along with a knack for helping others understand how things work. He comes with around 20 years of solution engineering experience in application security, software continuous delivery, and SaaS platforms. He is known for his dynamic presentations in CI/CD and application security integrated in software delivery lifecycle.
Gopinath Rebala
Gopinath Rebala is the CTO of OpsMx, where he has overall responsibility for the machine learning and data processing architectures for Secure Software Delivery. Gopi also has a strong connection with our customers, leading design and architecture for strategic implementations. Gopi is a frequent speaker and well-known leader in continuous delivery and integrating security into software delivery.
Sudheer Mechineni, Head of Application Frameworks, Standard Chartered Bank
Discover how Standard Chartered Bank harnessed the power of Neo4j to transform complex data access challenges into a dynamic, scalable graph database solution. This keynote will cover their journey from initial adoption to deploying a fully automated, enterprise-grade causal cluster, highlighting key strategies for modelling organisational changes and ensuring robust disaster recovery. Learn how these innovations have not only enhanced Standard Chartered Bank’s data infrastructure but also positioned them as pioneers in the banking sector’s adoption of graph technology.
In the rapidly evolving landscape of technologies, XML continues to play a vital role in structuring, storing, and transporting data across diverse systems. The recent advancements in artificial intelligence (AI) present new methodologies for enhancing XML development workflows, introducing efficiency, automation, and intelligent capabilities. This presentation will outline the scope and perspective of utilizing AI in XML development. The potential benefits and the possible pitfalls will be highlighted, providing a balanced view of the subject.
We will explore the capabilities of AI in understanding XML markup languages and autonomously creating structured XML content. Additionally, we will examine the capacity of AI to enrich plain text with appropriate XML markup. Practical examples and methodological guidelines will be provided to elucidate how AI can be effectively prompted to interpret and generate accurate XML markup.
Further emphasis will be placed on the role of AI in developing XSLT, or schemas such as XSD and Schematron. We will address the techniques and strategies adopted to create prompts for generating code, explaining code, or refactoring the code, and the results achieved.
The discussion will extend to how AI can be used to transform XML content. In particular, the focus will be on the use of AI XPath extension functions in XSLT, Schematron, Schematron Quick Fixes, or for XML content refactoring.
The presentation aims to deliver a comprehensive overview of AI usage in XML development, providing attendees with the necessary knowledge to make informed decisions. Whether you’re at the early stages of adopting AI or considering integrating it in advanced XML development, this presentation will cover all levels of expertise.
By highlighting the potential advantages and challenges of integrating AI with XML development tools and languages, the presentation seeks to inspire thoughtful conversation around the future of XML development. We’ll not only delve into the technical aspects of AI-powered XML development but also discuss practical implications and possible future directions.
Maruthi Prithivirajan, Head of ASEAN & IN Solution Architecture, Neo4j
Get an inside look at the latest Neo4j innovations that enable relationship-driven intelligence at scale. Learn more about the newest cloud integrations and product enhancements that make Neo4j an essential choice for developers building apps with interconnected data and generative AI.
Goodbye Windows 11: Make Way for Nitrux Linux 3.5.0!SOFTTECHHUB
As the digital landscape continually evolves, operating systems play a critical role in shaping user experiences and productivity. The launch of Nitrux Linux 3.5.0 marks a significant milestone, offering a robust alternative to traditional systems such as Windows 11. This article delves into the essence of Nitrux Linux 3.5.0, exploring its unique features, advantages, and how it stands as a compelling choice for both casual users and tech enthusiasts.
UiPath Test Automation using UiPath Test Suite series, part 6DianaGray10
Welcome to UiPath Test Automation using UiPath Test Suite series part 6. In this session, we will cover Test Automation with generative AI and Open AI.
UiPath Test Automation with generative AI and Open AI webinar offers an in-depth exploration of leveraging cutting-edge technologies for test automation within the UiPath platform. Attendees will delve into the integration of generative AI, a test automation solution, with Open AI advanced natural language processing capabilities.
Throughout the session, participants will discover how this synergy empowers testers to automate repetitive tasks, enhance testing accuracy, and expedite the software testing life cycle. Topics covered include the seamless integration process, practical use cases, and the benefits of harnessing AI-driven automation for UiPath testing initiatives. By attending this webinar, testers, and automation professionals can gain valuable insights into harnessing the power of AI to optimize their test automation workflows within the UiPath ecosystem, ultimately driving efficiency and quality in software development processes.
What will you get from this session?
1. Insights into integrating generative AI.
2. Understanding how this integration enhances test automation within the UiPath platform
3. Practical demonstrations
4. Exploration of real-world use cases illustrating the benefits of AI-driven test automation for UiPath
Topics covered:
What is generative AI
Test Automation with generative AI and Open AI.
UiPath integration with generative AI
Speaker:
Deepak Rai, Automation Practice Lead, Boundaryless Group and UiPath MVP
Encryption in Microsoft 365 - ExpertsLive Netherlands 2024Albert Hoitingh
In this session I delve into the encryption technology used in Microsoft 365 and Microsoft Purview. Including the concepts of Customer Key and Double Key Encryption.
Epistemic Interaction - tuning interfaces to provide information for AI supportAlan Dix
Paper presented at SYNERGY workshop at AVI 2024, Genoa, Italy. 3rd June 2024
https://alandix.com/academic/papers/synergy2024-epistemic/
As machine learning integrates deeper into human-computer interactions, the concept of epistemic interaction emerges, aiming to refine these interactions to enhance system adaptability. This approach encourages minor, intentional adjustments in user behaviour to enrich the data available for system learning. This paper introduces epistemic interaction within the context of human-system communication, illustrating how deliberate interaction design can improve system understanding and adaptation. Through concrete examples, we demonstrate the potential of epistemic interaction to significantly advance human-computer interaction by leveraging intuitive human communication strategies to inform system design and functionality, offering a novel pathway for enriching user-system engagements.
Generative AI Deep Dive: Advancing from Proof of Concept to ProductionAggregage
Join Maher Hanafi, VP of Engineering at Betterworks, in this new session where he'll share a practical framework to transform Gen AI prototypes into impactful products! He'll delve into the complexities of data collection and management, model selection and optimization, and ensuring security, scalability, and responsible use.
6. Solutions for the world’s leading companies. 4 You can depend on hawkeye to maximize your channel investments 2009 Hawkeye introduces PartnerConduit and SaaS offerings Why hawkeye? Channel focused. Strategic, experienced minds. Rare insight into emerging channel trends with a quest for game-changing opportunities. Results driven. Flawless execution in translating strategic concepts into real channel solutions with a laser focus on results.
13. Allow for longer sales cycles on some products without having to file for multiple extensions
14. Enforce the rules and protect the registrantMake sure the process is available online and requires the minimum amount of paperwork to verify that a real deal exists, then base future registrations on how much business is actually won. Don’t let one partner just list all the big opportunities, without working the deals. Partner
Good morning and afternoon.The three programs/tools that I will be sharing insights on today are Deal Registration, Global Payments and MDF/Coop.While there are a number of items on the agenda, our focus will be on practical best practices. These best practices are gleaned from direct interactions with partners, discussions with our clients and direct research that we undertake. Each month, we have more than 10,000 direct interactions with partners thru our help desk services and I am personally excited to share those insights today.
Briefly about hawkeye. Our focus is about improving the value of channel relationships between Vendors and their Distribution Channels. The three areas we accomplish this through is Strategy and Consulting, developing and managing Channel Programs and our most recent service offering around channel collaboration.
We have worked with technology vendors for over 13 years in supporting their channel. We started as Cohesion Marketing and have evolved, through our acquisition by Hawkeye Communications, into a global agency providing channel solutions for leading technology manufacturers.
Before touching on Best Practices, let’s step back a bit and discuss why should you consider deploying a Deal Registration program for channel partners?First off, almost everyone is doing it, which means chance are – so are your competitors.And partners use Deal Registration program to beat the competition, especially in strategic and/or big deal situations.Without going thru every bullet, there are a few primary uses/reasons for having a Deal Registration program:Reduce channel conflict – deal registration can clarify the rules of engagement and make it clear who is the deal owner that the Vendor is provided support tooEnable forecasting and early visibility into the partner pipelineGrow and win business, especially against competition and for a New customer
The vendor’s extended team needs, that includes CAMs, Finance and Distributors want, enhanced functionalities to make their life easier. This includes real-time visibility, workflow automation and business processes available in a more automated fashion.Specifically, these are the key areas we have heard is needed from these stakeholders.
Clearly defined …There are 5 key component areas needed for success.
Enforcement it important to develop trust with your partners in how to engage
GlobalizationInfluencers are an important group to consider in your deal registration program. Influencers are typically services centric with the objective to empower service opportunities, but typically do not take possession of the product itself. Resellers are solution centric, typically in a vertical area of expertise with the objective to leverage available add-on solution expertise and capabilities.Compensation – be able to match compensation to the partner role. For influencers, commission on the sale in the form of back-end rebates. For Resellers, aim for a point system where points can be used for reinvestment activities.
Let’s touch on a Client Success Story.
Solution providers – especially those that provide key links between vendors and SMBs – are still struggling in the current economy. Everything Channel reported just last year that ONE-FIFTH of North American Solution providers have gone out of business since 2007. Global payment systems certainly won’t solve all the economic challenges in the channel, but an efficient cash flow can certainly help many struggling businesses through difficult times. Let’s take a deeper look at global payment systems, their challenges, and one success story that saved money for the vendor and helped its partners “...Cash flow issues in the channel are coming up as a growing problem... ...for solution providers the trick to remaining solvent during the six to 12 more months it is going to take to see real improvement in the market is going to revolve around cash flow and managing costs.”
Reduce talking.
Primarily because joint campaigns between partners and vendors grow business.Joint campaigns extend the resources and budget of the partner, for your brand, to reach new customers thru that partner.Like we discussed with Deal Registration, your competitors are doing it. Nearly 60% of vendors spend at least 5% of their marketing budgets on MDF/Coop programs.
Both MDF and Co-op can be an effective use of channel support dollars if they are used correctly with the right kind of partners. MDF is most effective for partners who help create – or “push” – a product by specifying brand. Providing MDF funds allows these partners to spend ahead of sales, to enable them to grow the market. Typically the range of activities that qualifies for MDF is wide and manufacturer support is often discretionary.Percentage-based co-op programs are appropriate for partners who “pull” product through the channel. These kinds of resellers provide a predictable sales volume that lends itself well to a percentage-based model. With co-op, the advertising tools of these partners become essentially an extension of the vendor's own demand generation campaigns. It can be appropriate, however, to use MDF for “pull” partners when introducing a new product without a revenue run-rate until the flow of revenue is established.
Vendors should leverage co-op and MDF programsbased on the partner’s business model and the product or service life cycle. Services partners are good targets for MDF programs, for example, while co-op works best with fulfillment partners. Of course, partners who offer a mix of both service and sales can benefit from a mixed funding model. New product or service launches are an excellent use of MDF.
The point here is to establish metrics and measure to those metrics to understand the success of your program. There are six areas that should be measured, Program ROI, Program Utilization, Claim Activity, Fund Utilization, Approvals and Efficiency. I won’t go thru every suggested metric here, the presentation will be available for download, but do want to spend time discussing Program ROI.
Whenever discussing MDF with Vendors, the two questions that invariably get asked is how do I actually go about measuring ROI and what are some of the industry benchmarks that will give me a starting place to benchmark?Let’s first start with ROI measurement and there are 3 operational ways to measure ROI. The first is Ask. Ask the partner upfront when the request for Funding for a project is made on what the expect to do, aka Projected Results and ask the partner to provide results after the project has been executed. Of course the information is only as good as what is being provided so reserve the right to audit activities directly.The second is Data Analytics. Between Sales data, an understanding of the average product sales cycle, and typical MDF project information, we can compare sales after project execution, plus the average sales cycle over previous sales from a prior period without a project. There is the age old issue of external factors affecting the results, which could be mitigated by comparing “like” participating partners with “like” non-participating partners. The bottom line here is that data analytics can be used to measure, and is both an art and a science in how data analytics is executed.The last is executing “pre-approved” campaigns for partners. If execution is controlled, there are many mechanisms to automatically track and record results, which should be offered as part of the execution package.The following is a list of industry benchmarks to consider …
Because Un-used Funds equal lost opportunities for additional business, hawkeye is adding a service to it’s portfolio to enable vendors to increase utilization of funds thru a combination of direct awareness outreach and pre-packaged campaigns.
A lot can be accomplished thru automation of key enablement programs, including significant cost savings, as long as 3 rules are followed: