Professional Documents
Culture Documents
Innovation and technology - that deliver In parallel with its dedicated focus to The vast majority of sales are driven through the
demonstrable benefits to customers. understanding the market, and keeping ahead of reseller channel explains Eddy Keek, Manager-
Teamwork and collaboration - that inspire consumer trends, Bose also wanted to improve Sales Effectiveness at Bose. Collecting
the best people to stay and others to join. collaboration with its reseller partners. With information at a regional level was possible but
Growth - to reach more customers with the 5,000 stores and 2,000 resellers in Europe alone issues arose when we wanted to take a
benefits of its technology and to provide the business knew it was important to collect, company-wide view. Tackling this would ensure
opportunity for employees. and share, intellectual property to overcome we could be far more pro-active to consumer
Financial viability so it can self-fund data analysis complications and better support demands and would enable us to significantly
research, innovation and growth. its partner network from both an inventory and a improve our communications with our partners.
marketing perspective.
For Bose, there was a gap in the supporting details to show how new
product launches had been received, whilst sales managers also now
demanded centralisation of reports beyond the internal reports that
were typically collected on an ad-hoc and individual basis. It was
acknowledged that a channel data management (CDM) should be
introduced.
It was important that Bose worked closely with its channel to get their
agreement to share intellectual property via a central reporting system.
Time and resources on both sides were valuable and it would be
capturing even the finest details that would determine the longer-term
success of the initiative.
INTRODUCING ONE REPORT TEMPLATE, Introducing one report template, in one format on one system made a
IN ONE FORMAT ON ONE SYSTEM MADE A significant difference to the business Keek continued. Consistent
data review formats also make life easier for the sales teams.
SIGNIFICANT DIFFERENCE TO THE BUSINESS
Importantly, we can also now develop improved insights into how new According to Bose, Zyme has fulfilled all the needs of the system We are
territories can support business development plans added Keek. On our new almost surprised at just how much of a difference its made across the
reseller portal, we also plan to capture the channel data of our smaller valuable whole organisation. No-one has regretted the decision to deploy Zyme
partners into the business. Resellers that connect through EDI can also benefit Keek concluded.
by freeing up resources previously spent on reporting, and can now feedback
on specific products, against campaigns, rather than always needing to report
against full inventory sales.