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Acquiring, analyzing and maintaining the wealth of data generated
through the channel is just one challenge technology companies face.
X2M's senior analysts evaluate data to drive sales growth, evaluate
channel trends, understand partner performance and enable end-user and
vertical industry penetration.
X2M excels at leveraging Point of Sales Reporting (PSR) data in
combination with complementary data such as partner or end-user
customer profiles, customer prequalification data and third party
company information to provide comprehensive insight into channel
partnerships.
Key to the effectiveness of X2M Data Analysis is our ability to manage
data from a diversity of sources and provide the output in universally
accessible formats. We customize each engagement to address clients'
specific requirements and build comprehensive analysis reports that
surface the most significant findings to support strategic or tactical
objectives.
- Services
- > Demand
Generation
- > Channel
Trend Analysis
- > Partner
Performance Analysis
- > Partner
Profiling and Trends
- > End-user
Sales Analysis
- > End-user
Profiling and Trends
- > Multi-vendor
Marketing
- > Customized
Analysis and Reporting
- Benefits
- > Data acquisition
and reporting across disparate sources
- > Improved strategic
channel decision-making
- > Enhanced
understanding of partner performance
- > Ease of data access
through a unified reporting interface
- > Measurement against
Key Performance Indicators (KPI)
Demand Generation
This offering leverages sales data in conjunction with other relevant
data sources to drive revenue. We begin with a proprietary process that
normalizes sales data sets. Then we use customer PSR data to provide
details of historical transactions along with the recommended lead-in
products, in an easy-to-use format. The leads extracted can be exported
for prequalification or for importing into existing lead tracking
systems.
Putting to use historical PSR data can prove successful for companies
looking to capitalize on and drive sales growth through their existing
customer base. The process typically starts with normalized sales
transactions and extracts individual upgrade opportunities based on a
SKU level analysis of the data. The resulting report is then cleansed
and integrated with end-user prequalification and contact information
to deliver a comprehensive list of pre-qualified upgrade opportunities.
Channel Trend Analysis
X2M analyzes PSR data to deliver insight into future channel
performance. Regular use of Channel Trend Analysis is a cost-effective
means to monitor and adjust channel competitiveness.
- X2M provides analysis of the trends including
- > Product lifecycle
- > Geographic coverage
- > End-user purchasing
behavior
- > Industry adoption
- > Partner segmentation
- > Sales cycle analysis
- > Transaction
demographics
Partner Performance Analysis
X2M offers a diversity of analysis and highly usable reporting options
designed to highlight the sales performance of individual partners.
- Sales data can be analyzed across relevant
factors to extract the desired insight. Typical reports include
- > Time
- > Product sets
- > Geography
- > Partner type
- > End-user customer
type
Performed at regular intervals, this type of analysis can also provide
a solid way to measure the performance of supporting partner programs.
It can direct relevant resources toward targeted end users and
industries with specific technology offerings, and be used to measure
return on investment.
Partner Profiling and Trends
Layering data from multiple sources allows X2M to provide insight into
partnering opportunities and to identify emerging trends.
- X2M integrates sales data with other relevant
data sets, including
- > Certification levels
- > Company size
- > Geographic coverage
- > Technical expertise
- > Professional
services capability
- > Additional vendor
partnerships
- > Financial strength
Overlaying this additional profile information facilitates targeted
resource allocation and program development. Companies can monitor and
predict the channel behavior of specific partner types.
End-user Sales Analysis
By leveraging PSR data, companies can develop a clear understanding of
purchasing behavior, to help drive future sales strategies.
- Data and reporting to consider might include
- > Revenues over time
- > Purchasing
statistics
- > Geographic
distribution
- > Technology refresh
- > Vendor preference
- > Hardware and
software platforms
- > Product returns
- > Delivery time
End-user Profiling and Trends
This profile can be used to pursue individual sales opportunities. It
can also be aggregated with other end users to gain insight into the
customer base, allowing the vendor or distributor to develop more
targeted and effective channel sales programs.
Multi-vendor Marketing
Sales data from complementary vendors is integrated and analyzed to
identify opportunity trends for cross-selling solutions. The first step
is building an analysis of the data to determine synergies between
vendors and specific products as they apply to the expertise and
specialization of the partner community. From this analysis, technical,
marketing and sales programs can be created to take advantage of the
distributor's unique position in the channel.
Customized Analysis and Reporting
X2M has the expertise to design the reporting and provide the analysis
to yield actionable insight supporting the efforts of vendors,
distributors or resellers.
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