VIEWSONIC® IMPLEMENTS NETSUITE FOR PARTNER RELATIONSHIP MANAGEMENT
Using NetSuite, Visual Display Industry Leader Allows Thousands of Partners 24/7 Self-Service Access to Manage End-to-End Business
SAN MATEO, Calif.—28 September 2006—NetSuite, Inc., the leader in on-demand business software suites, today announced that ViewSonic® Corp., a worldwide leader in visual display products, has implemented NetSuite for complete partner relationship management, creating a comprehensive partner portal that allows their partners 24/7 self-service access leveraging NetSuite's 5th generation Partner Relationship Management (PRM) and Self-Service portal capabilities. Thousands of partners, and tens of thousands of users use the portal, called www.partnerview.com, to leverage sophisticated functionality that cannot be found in other PRM applications — including managing Market Development Funds (MDF), the sharing of promotions and product pricing, sales tools, and training materials via rich publishing capabilities with specific audience controls for managing various partnership levels. For more information about the NetSuite-ViewSonic story, visit www.netsuite.com/viewsonic
Channel partners account for more than 90 percent of ViewSonic's multi-billion dollar sales and provide the company with a deep understanding of the systems required to enhance partner communications. In 2005 alone, ViewSonic was awarded the computer industry's two most coveted channel program awards: CRN's "Channel Champion," and the VARBusiness "5-Star Channel Program." To make its partners even more successful, ViewSonic standardised its partner relationship management on NetSuite, allowing the company's partners to access a centralised self-service portal for one stop shopping for all their channel sales needs.
Launched in February 2003, NetSuite's PRM capabilities are in their 5th generation of product development. NetSuite Version 11.0 includes a new Incentive Management tool for partners which can handle sophisticated multi-level channel sales compensation plans and provide invaluable motivation to partner reps by allowing revenue share visibility. These latest advancements add more power to the only complete on-demand Partner Relationship Management solution that allows an organisation to manage its end-to-end relationships with partners from lead registration to completing the sale and delivering a joint service or product to the end customer.
ViewSonic chose NetSuite to manage its relationships with 5,000+ partner companies because of the rich services and visibility provided to its selling partners. Specifically:
- Using NetSuite's advanced customisation and integration capabilities, ViewSonic is bringing easy Market Development Fund (MDF) management to its partners. For example, partner companies can now track priors and claims submitted by ViewSonic sales reps on behalf of partners. A prior is a request for marketing budget approval for product campaigns or promotional events. A claim consists of the dollar amount and supporting documents such as receipts, invoices, checks, etc. A prior goes through a complex five-level approval process, and claims are submitted along with supporting documentation against the prior. These transactions are all tracked in NetSuite for complete visibility across the entire organisation via dashboards, as well as the extended enterprise of the partner company.
- All partners now have access to sales tools including product pricing, promotions, announcements, and collateral via the centralised partner portal. The sales tools can be published to all resellers as a group, or they can be published to specific resellers. For example, sample contracts are made available to all resellers via the ViewSonic Portal, while customer specific contracts would be shared with only the reseller responsible for that customer.
- Monthly partner training webinars aimed at enhancing partner revenue generation and profitability are deployed and shared via the self-service partner portal using NetSuite publishing capabilities.
"We have built an entire company on great partner relationships," said Steve Woo, vice president of channel marketing and sales operations, ViewSonic Americas. "NetSuite PRM is a perfect collaboration vehicle to help ViewSonic improve, automate and simplify the way we work with partners. Most importantly, this partner portal will help our expanding network of partners to grow their business."
"Having a reseller channel ourselves, we know what it takes to manage an extended enterprise of partner companies," said Mini Peiris, vice president of product management for NetSuite. "Reseller partners have many choices today, so it's important to provide them with incentives and value-added tools so they will continue representing your product or service. The comprehensive PRM toolset we have built into NetSuite allow partners the joint management of leads through the sales cycle and beyond. We look forward to helping ViewSonic's industry leading partner program attain even more success with NetSuite PRM tools within their arsenal."
The cornerstone of NetSuite solutions is the collaborative web of processes for end-to-end business management that it enables inside the company. NetSuite's PRM capabilities seamlessly extend those processes to provide a platform for collaboration among the extended enterprise of partner channels. Therefore, companies such as ViewSonic that leverage NetSuite's PRM capabilities within their businesses benefit greatly. They get visibility into partner pipelines and forecasts because the opportunities are managed directly in the same system as their other sales, marketing, service and finance operations. They eliminate redundant day-to-day partner support as partners can now access much of what they need to know simply by logging into the self-service portal. Customers can determine the effectiveness of joint marketing campaigns, and set up and run incentive compensation plans with as much complexity and levels as required to align the partner channel with strategic goals for business growth. This provides partners with visibility into their revenue share in real-time as new orders are entered, ensuring a high adoption rate of the partner self-service portal.
And best of all, the company providing this partner access doesn't have to do anything special to enable this self-service portal. There's no complex data to be imported or exported, no tricky XML or Web services to be written. All that's required is using a simple point and click graphical user interface to define what data and application functionality a specific partner has rights to view and edit, and the partners are online leveraging all the advanced sales and order management functions integrated in NetSuite along with joint marketing program management and delivery of customer support and service. Ultimately, it is the companies that "get" this level of collaboration with their partners that will realise competitive advantage in today's market and in the future.
ViewSonic® Corp., a worldwide leader in visual display products, offers comprehensive display solutions for today's business, education and consumer electronics markets. The company's products have won more than 2,000 awards globally from independent publications and organisations. Headquartered in Walnut, California, ViewSonic was founded in 1987 and is a privately held corporation. For further information, please contact ViewSonic at tel: 800.888.8583 or 909.869.7976; fax: 909.468.3736; or www.viewsonic.com.