Nand Kishor Contributor

Nand Kishor is the Product Manager of House of Bots. After finishing his studies in computer science, he ideated & re-launched Real Estate Business Intelligence Tool, where he created one of the leading Business Intelligence Tool for property price analysis in 2012. He also writes, research and sharing knowledge about Artificial Intelligence (AI), Machine Learning (ML), Data Science, Big Data, Python Language etc... ...

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Nand Kishor is the Product Manager of House of Bots. After finishing his studies in computer science, he ideated & re-launched Real Estate Business Intelligence Tool, where he created one of the leading Business Intelligence Tool for property price analysis in 2012. He also writes, research and sharing knowledge about Artificial Intelligence (AI), Machine Learning (ML), Data Science, Big Data, Python Language etc...

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Boost Productivity and Sales with Channel Automation

By Nand Kishor |Email | Feb 20, 2018 | 6450 Views

Channel automation is the process of automating all the processes that are necessary to run a profitable partner program. 

In today's competitive market conditions, vendors manage their channels from spreadsheets. And, this is very costly and efficient for them. To avoid these costs, they are looking for Software as a Service (SaaS) to automate their channel functions. For this, they are turning to Channel Mechanics.

Cloud-based software enables vendors to make quick changes based on informed decisions as the market dictates, in real time, instead of waiting till quarter-end to understand what actually happened. 
Channel Mechanics has helped countless tech vendors, large and small, and move away from spreadsheet channel management. Companies can start with the automation of a single part of their channel. For example: deal registration, which grows by simply adding SaaS functionality, or go all-in for an end-to-end automated channel. This will significantly improve productivity and revenue acceleration.
If a company have partners divided into different levels, it needs to be able to adjust its partners based on whether they meet the criteria for each level. This involves not only their total revenue, but revenue by product, certifications, completed training and participation in marketing plans. 

This applies to companies with small numbers of partners that need to determine how best to incent and motivate each level of partner investment. With Channel Mechanics, companies can set up their own criteria once, and its partners are automatically put in the proper tier. Thus, there is no need of spreadsheets.

The average time for rolling out a product promotion is 80 hours.  The company have to segment which partners will receive the offer.  Determine all of the pricing breaks based on volume, percentages, total sales, it should notify its distributors and partners. 

With Channel Mechanics, the entire process takes less than 4 hours.  And more importantly, all aspects of the promotion success, or failure, are tracked in real-time, and available on a unified dashboard.

Channel mechanics allows to automate entire partner ecosystem of a company. It includes online catalogs, bundles, packages & solutions, multi-vendor solutions, marketing collateral, software licensing solutions, partner pricing, customer try & buy Programs, trade in & trade up programs, deal registration programs, partner demonstration programs, distributor back end credits & rebates, and partner profiling.
All of these are managed from a single platform. And when combined, they not only save many hours in implementation and planning, but also, they ensure that companies are always delivering the right programs to the right partners. 

One large and well-known tech vendor asked Channel Mechanics to automate their front-end discounting to better incent two-tier partners. As the overall business operation was so complex, it was essential that Channel Mechanics work with the vendor's IT organization to integrate APIs to transfer critical pricing and discounting information. 

Channel Mechanics accomplished this in just a few weeks, and at the same time, significantly improved ease of doing business for the vendor's distributors and partners through simple transaction interfaces.   
The result has been a significant reduction in the overhead the vendor used to employ in spreadsheet management, an acceleration in revenue thanks to the targeting, tracking and measurement functions of the SaaS, and an increased stickiness between the vendor and its partners attributable to business simplification.

To conclude, managing channel mechanics in 2018 requires dealing with a complex, fast-moving and competitive environment. The time and human resources are too scarce and valuable to tie up working with spreadsheets.  Waiting for corporate IT groups to dedicate the time and money to do in-house builds of channel functions is not optimal.   

Source: HOB