Channel Data Management System By Zyme solutions

1. The New Smart Channel What is Channel Data Management & How can it help your Business? “ Channel data management (CDM) is a fast-growing discipline among large manufacturers that increases visibility into the fine details of what is happening within their sales and distribution channels. Think of a business as a tree. The ground around is the marketplace. The trunk and roots are how the business reaches its marketplace – they are its distribution channel partners. The branches forming the canopy are the different functions of the business. the ground is rocky – some of the roots need to grow strong to break through the stone, others need to be thin and flexible to weave their way through the cracks to reach the nutrients. The tree adapts to the environment to stay alive. Similarly, some markets are easier to penetrate than others – to succeed, a business must develop the right distribution channel for each market. “ Sometimes the soil is rich and aerated. The roots can spread easily, absorb the nutrients and feed them back to the tree. Other times the environment is hostile – Ted Dimbero, COO,Zyme Solutions Chief Marketer, July 9th, 2014 AFTERSALES INCENTIVES FINANCE PRODUCT SALES REVENUE PLANNING&LOGISTICS MARKETING PRODUCTION R&D DISTRIBUTORS RESELLERSDISTRIBUTORS DISTRIBUTORS DISTRIBUTION RETAILERS CUSTOMERS CUSTOMERS RETAILERS CUSTOMERS VAR’S CUSTOMERS CUSTOMERS CUSTOMERS Copyright © 2015 Zyme Solutions. All rights reserved

2. To succeed, you have to develop the right distribution channel for each market. A business function deprived of vital market information is likely to underperform The tree consumes nutrients but equally contributes to its environment. The oxygen released through photosynthesis, the fallen leaves enriching the soil around, match what the tree’s ecosystem needs. A business, like the tree, has to match its ecosystem’s requirements to survive and grow. It needs to understand what products to bring to the market in what quantities, with what messages. The tree gets feedback about the soil through the roots – Channel Data Management ensures that a business’ distribution channel acts as the root system and provides the necessary market feedback timely and accurately. Nowadays companies are looking at a far more granular definition of their markets – often referred to as the “market of one”. What is needed is knowledge of each customer, of what they buy and of the individual channel partner they prefer doing business with, in an actionable format, and at the fingertips of the people making channel decisions. This knowledge can be acquired through: Blackberry posted a loss of $965 million for the quarter ended Aug 2013. $934 million of this was due to what Blackberry called the “Z10 inventory charge”, as the product failed to sell in the quantities anticipated. Could better sales information have changed Blackberry misfortunes? • Partners reliably, consistently and frequently telling vendors who they are selling to, what they are selling and in what quantities • Vendors having the ability to correctly identify who these partners are even when they don’t trade directly with them • Vendors having the ability to correlate this data with individual product and demographical information for analysis and decision making • Vendors having the ability to access this information directly in applications supporting channel related business processes A business needs to understand what products to bring to the market, in what quantities, with what messages If the flow of nutrients to one of the tree’s branches is reduced or stopped, that branch will suffer. Conversely, a rich flow of nutrients will encourage the branch to develop and bear fruit. Similarly, if a function of your business is deprived of vital market information, then that function is likely to underperform and deliver suboptimal output with higher costs. INTEGRATE COLLECT Integration of channel data in business processes In 2013 Microsoft took a $900 million charge related to slashing the price of its struggling Surface RT tablet, contributing to fourth-quarter results that missed revenue and profit expectations by a wide mark. Consumers wanted compatibility with older Windows systems, a feature the RT model did not have. Could this have been avoided with timely market feedback? Collection of sales & inventory data from channel partners CDM ANALYSE IDENTIFY Enrichment and analysis of channel sales & inventory Identification of channel partners and end customers

3. • Increase the efficiency and effectiveness of their internal functions directly- reducing their costs and risks and increasing sales revenues These are the core tasks of Channel Data Management. The intelligence derived from Channel Data Management ensures that companies can: The impact of all these actions can be substantial to a company’s overall performance and bottom line. OWN ORGANISATION PARTNER In 2013 Forrester conducted a study on a consumer electronics / networking company who had deployed a comprehensive CDM solution, and had been using that solution for two years. The findings showed a conservative return of 197% on their investment in Channel Data Management. EFFECTIVE & EFFICIENT INTERNAL FUNCTIONS & PROCESSES BEST PATH TO MARKET CDM CUSTOMER BEST POSITIONING & MOST SUITABLE PRODUCT OFFER A tree receiving a rich and uninterrupted flow of nutrients through its roots stands a better chance to develop into a large, healthy, impressive specimen than a tree struggling to feed. A business with uninterrupted access to managed channel data from its partners is likely to target its market better, choose its partners more wisely and run more efficiently than a business operating with ‘channel blindness’. • Choose the most suitable partners for their target markets, the ones which will provide the best penetration, fastest sales cycles and maximum value • Target their customers with the most appealing offer, maximizing market share and shortening sales cycles RICH, UNINTERRUPTED FLOW OF NUTRIENTS = + STRONG ROOTS LARGE HEALTHY TREE STRONG DISTRIBUTION CHANNEL CHANNEL DATA MANAGEMENT = + SUCCESSFUL BUSINESS Zyme is the global leader in the emerging channel data management (CDM) space, empowering the New Smart Channel™, a proven approach to providing visibility and actionable knowledge that manufacturers need to accelerate partner sales and optimize marketing program ROI. Zyme’s flexible, cloud-based offerings facilitate enterprise-grade decisions by responding to real-time, granular channel intelligence. Benefits include increased sales productivity, better targeted channel programs, accurate sales commissioning plus improved partner collaboration. Zyme replaces outdated, ad-hoc systems with a state-of-the-art, cloud-based platform, data steward services, and a worldwide channel directory of more than 900,000 partners for guaranteed database quality, support for a wider range of formats, and best practices that enhance reporting compliance. Global leaders like Dell, VMware, Fujitsu, Plantronics, Xerox, Symantec, and Seagate rely on Zyme. Headquartered in Redwood Shores, CA, Zyme has offices in Texas, Pennsylvania, China, India and the UK. To learn how Zyme can improve your bottom line, visit www.zyme.com. The New Smart Channel Copyright © 2015 Zyme Solutions. All rights reserved