Company & Solutions
Companies that sell through distribution channels depend on complex relationships with their channel partners to achieve their revenue goals. However, most companies lack the data, systems and in-house expertise that they need to manage these channels efficiently. As a consequence they struggle to realize the revenue potential that these channels represent.
Sometimes, point-of-sales (POS), inventory, claims and other related data from the channel is inaccurate and received late. In other cases, related business processes in sales-operations, finance, audit and compliance, and marketing are manual and based on spreadsheets and point applications developed in-house. Yet other times, in-house staff may not have sufficient training, or the time to build up required expertise.
As a result channel costs soar. Compliance risks build up. And revenues and margins can be substantially eroded.
Entomo's offerings are targeted at addressing these problems. They complement our customer's existing investments in staff, business systems, and connectivity and seamlessly extend them to streamline channel revenue related process and programs through automation and best practices.
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Integrated Solutions
Implementing and maintaining a sophisticated channel revenue
management system requires more than great technology. It requires
a wealth of specialized knowledge and expertise that comes from
years of hands-on vertical market exposure and substantial
experience delivering the kind of solutions Entomo's customers
demand. It also requires a complete set of integrated technology
and service offerings that make it possible to put the "experience
into practice".
This is a combination that is hard to find and it is exactly what makes Entomo unique, allowing us to come in access situations quickly, determine what the best solution will be, and then deliver it rapidly and at minimal cost using an integrated set of products and services - all under one roof.
This is a combination that is hard to find and it is exactly what makes Entomo unique, allowing us to come in access situations quickly, determine what the best solution will be, and then deliver it rapidly and at minimal cost using an integrated set of products and services - all under one roof.
Consulting & Advisory
Entomo helps its clients plan as well as implement the solutions
that we develop with them. We work with executive teams and top
managers to create and deploy channel revenue strategies that allow
their companies to reach realistic yet aggressive revenue and
profit goals.
When we propose strategy, we are prepared either to guide a company through its own implementation of that strategy or to work as an extension of its management and team members on an outsourced basis.
We offer strategic and tactical consulting on optimizing the revenue potential of our customer's channel programs. To do this successfully we bring an unmatched array of channel sales, marketing, revenue management and compliance experience and expertise to our clients. And with deep alliances in our target verticals and across the globe we provide more breadth and depth in channel strategy consulting than does any other company.
Our customers use our services on a project, recurring, or "as needed" basis. For example some clients bring us in to perform an annual channel programs audit, or to work with their distributors a few days per month. Others engage us for longer periods on a series of related projects. These engagements may start with assessing the current state of an organization's channel programs and revenue management processes. That may be followed by the development of short- and long-term go-forward goals and the enumeration of strategies to achieve them. The next step may be the creation of a prioritized list of programs and related projects to implement these strategies. The final step may be the implementation and operation of one or more of these programs in-house or even on a completely outsourced basis.
When we propose strategy, we are prepared either to guide a company through its own implementation of that strategy or to work as an extension of its management and team members on an outsourced basis.
We offer strategic and tactical consulting on optimizing the revenue potential of our customer's channel programs. To do this successfully we bring an unmatched array of channel sales, marketing, revenue management and compliance experience and expertise to our clients. And with deep alliances in our target verticals and across the globe we provide more breadth and depth in channel strategy consulting than does any other company.
Our customers use our services on a project, recurring, or "as needed" basis. For example some clients bring us in to perform an annual channel programs audit, or to work with their distributors a few days per month. Others engage us for longer periods on a series of related projects. These engagements may start with assessing the current state of an organization's channel programs and revenue management processes. That may be followed by the development of short- and long-term go-forward goals and the enumeration of strategies to achieve them. The next step may be the creation of a prioritized list of programs and related projects to implement these strategies. The final step may be the implementation and operation of one or more of these programs in-house or even on a completely outsourced basis.
Outsourced Analytics & Channel Programs Operation
Like an outside payroll service provider who takes a list of
employees and salary/benefits data from their customers then
becomes responsible for processing the customer's payroll in its
entirety, Entomo's outsourcing services effectively makes Entomo an
extension of the customer's, channel sales, finance, audit &
compliance, and/or channel marketing departments.
This allows customers to hand over the day-to-day responsibility for the planning and turnkey execution of selected channel and revenue related analysis functions, business process tasks, and channel programs, to Entomo. Examples include:
This allows customers to hand over the day-to-day responsibility for the planning and turnkey execution of selected channel and revenue related analysis functions, business process tasks, and channel programs, to Entomo. Examples include:
- Signing-up and on-boarding channel partners to provide timely
and accurate channel data on a regular basis.
- The cleaning, normalization, enrichment and aggregation of
channel POS, inventory and claims data.
- Organizing and conducting on-site reviews and physical
inventory counts at channel partners when required.
- Reporting on and analysis of channel data to evaluate the
impact of channel programs and making recommendations on how to
adjust them.
- Processing and payment of channel claims including interfacing
with channel partners to answer questions and explain
decisions.
- Management of complex commission sales plans including the calculation of commission splits and payouts.
On-Demand Software
Entomo’s On-Demand (Software-as-a-Service) products bridge the gap
in functionality between a company's existing business systems and
the capabilities required by channel-driven companies for sales
operations, channel revenue management, and financial
reporting.
Today, most companies that sell through the channel rely on spreadsheets, manual processes and one of a kind “experts” in finance and sales operations to bridge this gap. Each “expert” creates, owns and manipulates dozens of workbooks. Often spreadsheets flow between multiple experts each “enriching” the data with their area of expertise: territories, price, customer names, etc., before the final expert analyzes the data using pivot tables or other ad hoc means. This is time consuming, error-prone, has minimal controls and leads to profit leaks, making it extremely expensive for companies to implement, auditors to audit, and for anyone to guarantee the accuracy or timeliness of the results.
Entomo's On-Demand Software addresses these problems by replacing spreadsheets and manual processes with a single integrated suite of channel revenue management applications and pre-packaged out-of-the-box business processes. When implemented they are integrated with and extend existing business processes, data flows, and technology infrastructure including traditional CRM, ERP and other financials systems to deliver state of the art tools for:
Delopyment of Entomo's On-Demand Software is based on industry recognized best practices to ensure customers become operational in the shortest possible time and are assured of the highest possible ROI on a continuing basis. The deployment process includes:
Today, most companies that sell through the channel rely on spreadsheets, manual processes and one of a kind “experts” in finance and sales operations to bridge this gap. Each “expert” creates, owns and manipulates dozens of workbooks. Often spreadsheets flow between multiple experts each “enriching” the data with their area of expertise: territories, price, customer names, etc., before the final expert analyzes the data using pivot tables or other ad hoc means. This is time consuming, error-prone, has minimal controls and leads to profit leaks, making it extremely expensive for companies to implement, auditors to audit, and for anyone to guarantee the accuracy or timeliness of the results.
Entomo's On-Demand Software addresses these problems by replacing spreadsheets and manual processes with a single integrated suite of channel revenue management applications and pre-packaged out-of-the-box business processes. When implemented they are integrated with and extend existing business processes, data flows, and technology infrastructure including traditional CRM, ERP and other financials systems to deliver state of the art tools for:
- Channel Data Collection
- Channel Analytics
- Channel Revenue
Management
- Channel Incentives
Management
- Channel Sales & Marketing
Delopyment of Entomo's On-Demand Software is based on industry recognized best practices to ensure customers become operational in the shortest possible time and are assured of the highest possible ROI on a continuing basis. The deployment process includes:
- Implementation: Implementation usually take
4-6 weeks. The methodology used is the Entomo Rapid Deployment
Method (ERDM) - a formal process that includes an assessment of the
current situation, agreement on the goals, a GAP analysis, design
of the final system, implementation, training, deployment to a
production environment, and subsequent follow-up and refinement. In
addition to deploying the software Entomo's implementation teams
also offers a variety of additional services, such as data
conversions and custom integration.
- Training: Entomo delivers customized hands-on
training, as part of the implementation process. This includes
work-instructions per type of user and business process to ensure
Entomo's customers clearly understand how to use the implemented
solution correctly in their day-to-day workflow, maximizing the
benefit they realize from the deployed system. Training is
delivered by experienced channel and revenue management
professionals at Entomo - in person at the customer's site, or over
the web.
- Support & Maintenance: Maintenance includes no-cost access to upgrades and enhancements that are continuously made to software. Support is provided worldwide via telephone, email and other messaging technologies under a variety of plans including 24x7x365.
Custom Solutions
When Entomo's pre-packaged on-demand software applications fail to
precisely meet a customer's requirements, they often find it cost
effective to have us design and deliver a custom or semi-custom
solution. This may include custom user-interface programming,
database re-design, and even the development of a whole new
client-server or intranet software application.
Once the solution has been delivered Entomo works with its customers to operate the software for the customer on an outsourced basis, or alternately transfer the skills that the customer needs to operate and maintain the solution on their own.
Once the solution has been delivered Entomo works with its customers to operate the software for the customer on an outsourced basis, or alternately transfer the skills that the customer needs to operate and maintain the solution on their own.
Founded in 1999, Entomo is the leading provider of post-sale channel revenue management solutions for both public and privately held companies that generate revenues through distribution channels.
Our customers include some of the most successful, innovative, and high-growth companies in the world including Cavium Networks, Dolby Laboratories, FMC Technologies, General Dynamics/Itronix, WatchGuard Technologies, and Landscape Structures.
In most cases an integrated solution including consulting, outsourced services, on-demand software, and - if required - custom software development, can be delivered within 4-8 weeks of starting an engagement.
Our engagements with our customers, though short, fundamentally changes the way they collect and use their channel data to automate the entire post-sale channel revenue cycle - maximizing revenues, reducing operating expenses and complying with regulatory requirements including the Sarbanes-Oxley Act of 2002.