Within its go-to-market structure, Motorola Solutions manages a global channel program called “Partner Empower,” designed to allow distributors, resellers, and sales representatives to know exactly how they are performing at any moment in time. This program includes a series of processes used to gain visibility into the fine details of what is happening within sales and distribution channels. Motorola sales managers and partners need decision-grade channel intelligence to increase sales and improve incentive program ROI.
Motorola wanted to develop the right processes to enhance channel sales by responding to accurate, granular data collected from channels, create better-targeted promotions, and develop more effective partner segmentation for their programs. They also required better processes to gain a deeper understanding of customers to improve regional sales performance and new product planning – and they had to find a way to improve the accuracy of how geographically dispersed channel sales results were being credited to individual Motorola field sales reps. As a result, Motorola implemented a Channel Data Management solution to automate channel data collection to help refine promotional programs and keep channel activities in better alignment with business goals.