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1. Case Study—Zyme TrueID
“Zyme’s TrueID solution
has replaced our manual
name-cleansing and
matching process with a
scalable, more accurate,
automated solution.”
—Manager, Sales Ops
NetworkCo
NetworkCo’s Goals
• Improve sales force utilization
by paying tier-based
commissions
• Improve channel marketing
through clearer visibility to
sales
• Increase accuracy of partner
rebates
Realized Benefits
• More accurate partner
rebates
• More effective channel
development due to better
information on partner sales
• Better sales force utilization
• More satisfied salespeople
• Fewer partner disputes
Company Background
NetworkCo®
, Inc. provides network security and data protection solutions that
enable customers around the world to operate their global networks securely
and scale them as necessary. NetworkCo’s solutions feature firewalls, as well as
value-added security subscriptions such as anti-virus, and intrusion prevention.
With solutions available for small and medium businesses as well as large
enterprises, channel partners are a critical element for NetworkCo’s success. The
company sells through a network of approximately 40,000 partners worldwide in
Europe, Latin America and Asia-Pacific.
Challenges
Partner Name Cleansing and Transaction Matching—Effective partner
marketing was a critical success factor in NetworkCo’s growth, and such marketing
relied heavily on visibility into top partners’ total worldwide sales. Yet as NetworkCo
grew, and partners and partner locations proliferated, it became more difficult to
accurately roll up total worldwide sales by partner. Different distributors reported
the same reseller names in different ways. The existing manual name cleansing
process made it easy for sales operations to miss the fact that “ABC Computers,
Inc” in Des Moines was the same partner as “ABC Comp.” in Miami. Matching
these reseller names to Salesforce Accounts was also a challenge. These process
challenges often resulted in inaccurate sales totals for partners. Dissatisfaction
rose among the sales force, whose commissions were based on sales totals, as
well as among partners, whose tier assignments were based on sales.
Partner Tier Assignments—The company had 40,000 partners in total, with tier
assignments as follows:
• 500 platinum partners
• 1,000 silver partners
• 2,000 bronze partners
• 36,500 additional registered partners
When NetworkCo decided to begin assigning commissions by tier, it became
obvious that the manual name-cleansing solution was not sustainable. To calculate
sales commissions accurately, it would be necessary to determine the partner’s
tier on each given transaction date, not just the current tier.
As a result of these challenges, NetworkCo had three primary goals:
• To match the “sold-to” party in sales transactions to a known Salesforce Account
• To enrich each transaction with the selling party’s “tier” as of that transaction
date, for the purpose of sales commissions and partner rebates
• To cleanse Salesforce Accounts and reduce duplicate and overlapping Accounts
Partner Name Cleansing and Transaction
Matching at NetworkCo

2. NetworkCo Case Study
CS-TD-01132012-0Copyright © 2012 Zyme. All rights reserved.
Solution
To address these challenges, NetworkCo implemented Zyme’s TrueID solution, along
with the optional Content Data Steward Service. TrueID’s key capabilities include:
• Fully-automated high-quality name and transaction matching
• Matching against Zyme’s Global Channel Directory of over 400,000 high tech
distributors, resellers, retailers, and ODMs
• Automated matching of transactions to accounts in the partner master
• Automated reports, quality metrics & audit log
To achieve NetworkCo’s goals, TrueID performs two matches—one between
Accounts in the Salesforce Master and the Zyme GCD, and one between “sold-to”
parties in transaction data and the Zyme GCD. The lookup table generated in the
first match is used to enrich the transaction data in the second match. NetworkCo
benefits from Data Steward Services, where analysts research and verify matches
that the matching algorithm cannot identify with a high degree of confidence. This
Service improves the match rate and accuracy.
Realized Benefits
More accurate partner rebates—TrueID identifies all of a partner’s sales making
accurate rebate payments possible.
Improved channel development efforts—Channel Marketing now has timely,
accurate information on partner sales, enabling them to develop better, more
targeted marketing programs.
Better salesforce utilization—NetworkCo was able to implement a system of
tier-based sales commissions once they automated the process of assigning the
partner’s tier to each transaction. As a result, sales people could focus on the
most effective partners.
Improved salesforce satisfaction—A better process for assigning sales to partners
led to more accurate commission payments and more satisfied sales people.
Fewer partner disputes—NetworkCo is now better able to reliably assign sales to
partners and spends less time resolving disputes.
Zyme is the leading provider of channel data solutions for global technology companies. We
offer cloud-based SaaS applications and managed services for multi-tier channel visibility, which
seamlessly integrate with CRM and ERP systems such as Salesforce, SAP and Oracle. Zyme supports
customers with verified channel sales and inventory data from distributors, retailers and resellers in
180 countries to better manage mission-critical business processes, including revenue recognition,
incentive payments, partner network management, sales commissioning, and supply chain planning.
For more information, contact Zyme at +44(0)1189-006723 (UK), or +1-877-262-8993 (US), or visit
www.zyme.com.
TrueID Features
• Proprietary matching
algorithm
• Gold-standard, global
content
»» Zyme Global Channel
Directory (GCD)
»» Rigorous content research
»» In-country content
expertise for emerging
markets
• Payment-grade match
accuracy—98% guaranteed
for key accounts
• User interface specifically
designed to support sales
transaction matching process
• Integration with third-party
databases (e.g. D&B) for
end-customer profiling
• Data steward services
Zyme Global Channel
Directory (GCD)
• Industry-standard partner
master of over 400,000 high-
tech resellers, distributors
and retailers
• Refreshed continuously,
incorporating data gleaned
from processing millions of
transactions per week
• Extensive global coverage,
including channel partners
from over 180 countries
Step 2: Cleanse and match transactions; assign tiersStep 1: Cleanse Salesforce Accounts
TrueID
Zyme
GCD
Lookup
table
Sales Feeds
from partners
Cleansed, matched
transactions w/tier
assignments
SecurityCo
Zyme Global Channel
Directory (GCD)
TrueID
Cleanse, update Master
Salesforce
Account
Master
Lookup
table
w/partner tiers
Zyme TrueID Matching Solution for NetworkCo