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Trianz Blog

A high tech eCommunity created with the goal of fostering the creation and consumption of thought-provoking information germane to leaders of Sales, Channels, Finance and Service Business Operations.

Implementing a Customer Data Management Solution

August 11, 2008 – 1:52 pm by Sanjay Shitole

As companies within the high tech industry mature and increase their reach by introducing innovative products and services, entering emerging markets, and continuing to explore alternative channels, it has become increasingly critical that they have a 360-degree view of their customers in order to be successful. Especially in matured markets that were once wide open and have become saturated, the only way for companies to grow is to know their customers well, enabling them to understand how to best sell them the next solution. In order to gain customer insights and have the most up-to-date information on their customers, high tech companies are realizing that they need robust data management capabilities at the core of the enterprise that capture information from a variety of sources and allow different groups within the organization to consume the data to maximize internal productivity and meet unique customer needs.

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Options and Strategies for Effective Revenue Recognition for Distribution Sales

July 30, 2008 – 10:01 am by Charlie Lin

Revenue recognition for high tech companies that sell products through distribution channels has become increasingly problematic for Finance departments because revenue may not be considered earned as long as the distributor retains the right to return the goods. In this article, we discuss the issues and problems in greater detail and share perspectives on one method of dealing with revenue recognition considerations when selling through distribution channels.

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Software: Product to Service Transformation

June 24, 2008 – 3:47 pm by Om Singh

There is a growing demand for cost-effective, reliable and customizable software products from both enterprise customers and consumers. With the combination of high-speed Internet and greater consumer acceptance of web-based applications, the software market is undergoing a shift from a product-based business model to a service-based business model. To better understand this paradigm shift, let’s examine the following key factors affecting the underlying market dynamics and driving the change: 1) New Business Models; 2) Technological Shifts; 3) New Market Segments; and 4) Economies of Scale.

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Determining the Best Sales Operations Coverage Model for the Enterprise

May 5, 2008 – 3:39 pm by Alex Saghatelian

With the marketplace convergence of hardware, software, and service offerings and the competitive pressures associated with globalization, many high tech companies’ key global customers are buying bundled technology solutions to address business challenges and enable global business opportunities. In this environment, high tech companies face the challenge of optimizing their sales coverage models to maximize sales effectiveness and gain economies of scale to drive business growth.

Territory planning and management is an area where leading high tech companies have been able to address this challenge and deliver substantial value to their sales and support organizations. This perspective is focused on key operational aspects of territory structuring to enable transformational change within the sales coverage models.

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Creating a Differentiated Services Business

April 10, 2008 – 8:11 pm by Abhijeet Khadilkar

What comes to your mind when you think of high tech firms such as IBM, Cisco, HP, and Sun? For most people, the answer is products such as servers, boxes, routers and software. But in addition to these products lines, high tech firms have also been developing and selling a diverse set of services. These services are becoming an increasingly critical component in the success of many prominent high tech organizations by acting as the main source of differentiation from their competition. Read the rest of this entry »

Posted in Service Business Management | Permalink | 1 Comment » |

Finance Transformation: The Return of Finance as a Business Partner

April 10, 2008 – 5:55 pm by Gretchen Atherton

Background Statement: A Changing Landscape
In spite of today’s strong regulatory compliance imposed through mandates like Sarbanes-Oxley (S-Ox), Finance’s value to the business has always been clear: manage the core finance operations, provide counsel on optimizing resources, provide visibility and accurate reporting of financial performance, align and support organizational growth with sound financial strategies, protect assets, and yes, ensure compliance. In many cases, these additional responsibilities have come without additional budget, leaving Finance with little time for value-added services to support the business. In the post S-Ox environment, Finance faces more complex revenue recognition issues and risks due to customized non-standard deals (i.e. back-end rebates, bundled deals, right of return, stock rotation and others) and business models that involve sell-through revenue via indirect sales channels, including distributors and other resellers. Read the rest of this entry »

Posted in Finance Operations | Permalink | 1 Comment » |

A Perspective on Pricing and Discounting

April 10, 2008 – 5:39 pm by Alex Saghatelian

High tech companies face continuous price pressures associated with technology innovation that lead to shortened product lifecycles.  Couple these product lifecycle pressures with company lifecycle pressures, and maturing high tech companies face the challenge of sustaining or improving sales growth rates with less than optimal margins and overall profitability erosion.  Effective pricing and discount management is critical to driving profitable sales growth by helping minimize discount leakage and enhancing overall sales and customer productivity and experience. Read the rest of this entry »

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