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Case Studies

Increased Savings for Leading Storage Solutions Provider

 

This client is a leading provider of storage solutions that delivers simplified data management and scalable storage infrastructure. By providing simple solutions to complex business problems, this client has established itself as a leader and innovator in the storage industry. Working with leading partners, this client addresses pressing enterprise concerns within each industry.

Challenge

The client’s business was impacted in the following ways:

  • Need for improved control over Market Development Fund (MDF) budgets
  • Need for more robust program reporting
  • Need for automated prior approval and claim processes to support future growth
  • Error-prone and time-consuming channel administration procedures
Results
  • Significant reduction in time and effort spent on administering channel programs
  • Reduction of MDF claim error rate from 5% to less than 0.1%
  • Improved partner visibility into program status – channel account managers can now devote more time to building relationships and growing revenue
  • Dramatic 6:1 return on investment (ROI) in the first year
  • $500K cost savings in first year and $3 million over five years
CCI Solution Mix
  • CCI Professional Services
  • Integrated Software Platform
  • Fund Management Software

 

Increased Cost Savings & ROI

 

This client is a leading manufacturer in the barcode and specialty printing technology industry, serving Fortune 500 and Global 2000 companies and selling over four million printers worldwide. Their distribution and sales channel is present in over 90 countries.

Challenge
  • Brand dilution due to decreased comarketing by partners
  • Dissatisfaction with existing manufacturer-provided co-marketing tool
  • Confusion amongst partners about how to co-market appropriately on their own
  • Minimal bandwidth in partner businesses necessitated an effective, easy to use solution that could be implemented quickly

 

Results
  • 49% of the eligible channel partners have accessed Content Management Software to create customized marketing materials
  • Over $1 million worth of channel partner advertising in the first year alone
  • Over 65,000 exposures occurred in the marketplace
  • 446% or 4:1 return on investment in the first year
  • $4 million cost savings in first year

 

CCI Solution Mix

  • Integrated Software Platform
  • Content Management Module
  • Implemented in six weeks

Telecommunications Giant Realizes Dramatic Sales Increases

 

This client is a global leader in communication systems, applications and services. They are a world leader in secure and reliable Internet Protocol (IP) telephony systems and communications software applications and services, and they design, build, deploy and manage networks for enterprises. Customers range from small businesses and nonprofit agencies up to more than 90% of the FORTUNE 500, and the U.S. government.

Challenge
  • Need for improved control over Market Development Fund (MDF) budgets
  • Need for program reporting
  • Need for automated prior approval and claim processes
  • Error-prone and time-consuming channel administration procedure

 

Results
  • Channel sales increase of over $100 million over three years (for one lead program)
  • Agent commissions alone on one program totaled over $130 million in the first year
  • First year cost reductions exceeded $10 million
  • Improved customer satisfaction and lead closure rates

CCI Solution Mix

  • CCI Professional Services
  • Fund Management Software
  • Lead Management Software
  • Implemented in eight weeks

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