Session
5: Overcoming Visibility and Analytic Challenges in Order to Drive ROI from
Channel Investments
Most channel sales and marketing
leaders are faced with the herculean task of justifying funding
for their channel programs. Lack of visibility into past performance and
real-time feedback from the field further compound the problem, putting channel
marketers in the position of constantly defending program spend with the ‘trust
us’ refrain. Channel chiefs are faced with complex program design
questions such as:
for their channel programs. Lack of visibility into past performance and
real-time feedback from the field further compound the problem, putting channel
marketers in the position of constantly defending program spend with the ‘trust
us’ refrain. Channel chiefs are faced with complex program design
questions such as:- When is the right time to introduce a new program or a special price? Will the program create unnecessary price erosion in other areas?
- Do we understand the demand patterns well enough to predict when and where programs are needed?
So, how do you overcome these issues
to provide the insights and metrics you need, not just to justify programs but
to drive meaningful change based on real analytics. If you’re a company trying
to better understand your channel this session will provide real practical
answers.
Speakers
- Mukund Ramaratnam - VP & GM, Zyme Applications, Zyme
- Karl Martin - Senior Director - Global Operations, Analytics & Business Intelligence, Dell
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