Zyme Channel Data Managment Solution

1. Smarter Channel Management Case Study Smarter Channel Management at ProtectCo “TruePay has dramatically reduced the time it takes us to pay incentives to partners, and has improved payment accuracy at the same time.” Company Background ProtectCoisthepremierproviderofsecurity,riskandcompliancemanagement solutionsforbusinessacceleration.ProtectCohelpsleadingorganizationssolve theirmostcomplexandsensitivesecuritychallenges.Thecompanysellsthrough aglobalnetworkofpartnersinNorthAmerica,Europe,LatinAmerica,theMiddle East,andAsia-Pacific. —ProtectCo Challenges Complexity ProtectCowasgrapplingwithasetofcomplexincentiveprogramsforitslarge, globalpartnernetwork.Atanygiventime,thecompanywasrunningfouror fiveextremelycomplicatedchannelincentiveprogramswhichbroadlyfellinto threecategories: ProtectCo’s Goals • Automatecalculationof incentivepaymentstobetter handlecomplexprogramrules • • Salestarget-based,tierlevelattainmentprograms Qualitative,non-salesbasedobjectives(forexample,completionofcertain trainingprograms) Co-opprograms,toprovidemarketingfundstopartners • Reducetimetopayincentives topartners • • Increaseaccuracyofpartner rebates NearlyallofProtectCo’sprogramshadacomplexsetoffifteentotwenty overlappingrulesforpayment.Forexample,inEurope,eachdistributorwasonly allowedtoselltoresellerswithinitshomecountry.Correspondingly,eachreseller wasonlyallowedtoselltoend-customerswithinthesamecountry.Therewere, however,severalexceptions—somepartnerswereallowedtosellcertainproducts intomultiplecountries.Additionally,partnersthathadattainedacertaintier(gold, silver,platinumetc.)wereallowedtosellallproductfamiliesinallcountriesevenif theyachievedtheirtierstatusinthemiddleofaquarter.Eachtransactionthushad tobevalidatedbasedonacombinationofSold-Byparty,Sold-Toparty,country, currenttierstatusandproductfamily. • Reduceoverpaymentsof incentives Realized Benefits • Timetogenerateastatement hasdroppedfrom3-4weeks to3-4days • Timetopaypartnersdropped from65+to30days Addingtothecomplexity,manyinputsfortheincentivepaymentcalculations changedmonthly,andrebatepercentageswereadjustedfrequently.Partners changedtiersorlevels(i.e.fromgoldtoplatinum)everyquarter,eveninthemiddle ofthequarter.Tierswereassignedbasedonpartners’leveloftraining,andin manycases,wereatsetdifferenttiersfordifferenttypesofproducts. • Improvedpartnersatisfaction • TruePayportalprovides immediate,“self-serve” informationonincentives currentlyowed Manual Validation Process ProtectCowasmanagingallofthiscomplexityusingExcelworkbooks.This causeddelays,aslargefilesroutinelytook30minutestoopen.ProtectCoalso founditdifficulttoapplytherulesconsistently,andtheworkbookcalculations frequentlydidnotmatchthepartnerfiles.Additionally,manualprocessescaused inaccuraciesinthecalculationsthemselves,suchaswhenarebatewascalculated as75%ratherthan0.75%. • Fewerpartnerdisputes • Betterpartnermanagement throughmoreaccuratesales information • Improvedpaymentaccuracy • Reducedoverpaymentof incentives Long Turn-around Times for Payments Becausetheydidnotfullytrustthedata,ProtectCo’schanneloperationsandfinance groupshadtouseaseriesofmanualcheckstovalidatepayments.Asaresult,it usuallytookfivetosevenweeksafterquarterendtogenerateaninitialincentive paymentstatement,whichthenfrequentlyunderwentfourtofiverecalculations.

2. Smarter Channel Management Case Study Solution Toaddressthesechallenges,ProtectCoimplementedZyme’sTruePaysolution. AfterdeployingTruePay,ProtectCoisbetterabletohandleglobalresellerand distributorprograms.Thesolutionvalidatescalculationsforthousandsofresellers andhundredsofdistributors,andleveragesfeaturesincluding: TruePay Features • Fullyautomatedtouchless process • Handlesbothclaim-based andclaimlessprograms • Supportslargenumberof programtypes • • Fully-automatedincentivepaymentvalidationandcalculation Validationagainstcomplex,stackedprogramrulesforawidearrayofprograms includingproductattainment,dealreg,specialpricing,priceprotection,and ship-and-debit Aportalforanat-a-glancelookattotalexposurebypartnerorprogram AProgramStudiofordesigningandmodifyingprogramsquickly – Productattainment – Dealreg – Specialpricing – Priceexception – Priceprotection – ShipandDebit • • • Abilitytoviewtotalexposure onadailybasis • Supportscomplex, overlappingprograms – Eligibilityvalidations – FIFOpricing – Paymentrules – Programstructure • Generatesrebatestatements, “Ok-to-pay’file • Disputeresolutionfeatures • ProgramStudiofordesigning andmodifyingprograms quickly • Integrationwithexisting partnerportals,and enterpriseapplicationslike OracleTradeManagement, SAPChannelManagement, andSalesforceCRM Realized Benefits Faster statement generation:Thetimetogeneratearebatestatementdropped from3-4weeksto3-4days • Abilitytoviewincentive programsummarywithin SalesforceCRM Faster payments to partners:Paymenttimedroppedfrom65+daysto30days Ability to monitor incentive programs frequently:ChannelOperationsand FinancecanviewexposurebypartnerorprogramatanytimeviatheTruePayportal Improved channel management:Bettertrackingofpartnersalesandincentives paidhasenabledProtectCotoidentify‘up-and-coming’partnersaswellas classifypartnersintoprogramtiersaccurately Improved partner satisfaction:Withfewerpaymentdisputesandfaster payments,partnersaremoresatisfiedwithProtectCo Reduced overpayment of incentives:ProtectCohasreduceditsoverpaymentof incentives,improvingitscashposition Zyme is the leading provider of channel data solutions for global technology companies, enabling Smarter Channel Management for industry leaders including Symantec, Dell, and Logitech. Zyme offers cloud-based SaaS applications and managed services for multi-tier channel visibility, which seamlessly integrate with CRM and ERP systems such as Salesforce.com, SAP and Oracle. Zyme helps customers make better business decisions with verified channel sales and inventory data from distributors, retailers and resellers in 180 countries, and improve mission-critical business processes including revenue recognition, incentive payments, partner network management, sales commissioning, and supply chain planning. For more information, visit Zyme at www.zyme.com. Copyright©2013Zyme.Allrightsreserved. CS-TD-03062013-0