Channel Sales Management: New Applications for High-Tech Vendors
sponsored by SAP AG

Channel management is a pressing issue for high-tech manufacturers that sell through partners. IDC believes that companies that leverage channels partners should begin to integrate channel management into broader corporate infrastructure applications that include the supply chain and potentially PLM applications.

Integrating these systems will provide two key benefits: First, sales channel management will have the ability to stay close to the customer and not have the partner run interference for fear of losing account control. The brand owner will be able to maintain contact with the customer, increasing customer satisfaction and the ability to respond quickly to market demands.

Second, integration will increase the brand owner's visibility throughout the pipeline to improve forecasting, better utilization of all sales and marketing resources, and the ability to bring inventory and manufacturing into the mix. Additionally, with dynamic sales channel management, a brand owner will have the ability to match the product with the appropriate channel based on price, geography, and market segments.
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