Intermec Automates Sales Credit Assignment and Commission Splits Using Entomo SmartHub®

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The Software as a Service (SaaS) solution gives sales and finance, data-driven insights to efficiently manage their channel sales organizations.

“We have now slashed our processing load from 15 person days per week to only 4 person hours per week, with complete confidence in the accuracy of the data from Entomo’s system.”

Entomo®, Inc, the leading provider of comprehensive Channel Revenue Optimization solutions, today announced that Intermec Technologies Corp. (NYSE: IN) selected the Entomo SmartHub Sales Credit Assignment Module to automate their sales credit and commission splits and is already seeing a positive return on investment.

At Intermec, POS and inventory data comes in weekly from channel partners, in completely different formats. This data is used for paying sales commissions and analyzing channel sell-through. Prior to selecting the Entomo SmartHub solution, Intermec managed the process in-house, using internally-developed tools and processes. As part of Intermec’s ongoing Lean Process Initiative, their Six Sigma team identified several areas where POS Processing and Sales Credit Assignment could be streamlined and the entire process sped up. So a search and evaluation of outside solution providers ensued.

“After an unsuccessful pilot with another service provider, we chose Entomo’s SaaS model to automate Sales Credit Assignment and POS processing,” said Ken Cuprynski, Director Worldwide Sales Finance at Intermec. “We have now slashed our processing load from 15 person days per week to only 4 person hours per week, with complete confidence in the accuracy of the data from Entomo’s system.” Intermec has also drastically increased the speed with which weekly Sales Analytics are available to the sales team, allowing proactive decision-making on channel sales and marketing activities.

“Streamlining operations and controlling costs is of utmost importance in today’s economy,” said Sanjoy Chatterji, Founder and CEO of Entomo. “Our solution generates significant returns for our clients and I’m pleased with the impact we’ve made at Intermec in such a short time frame.”

The Entomo SmartHub Sales Credit Assignment Module is the first on-demand SaaS solution that allows companies to automatically assign sales credits for commission calculation, for either direct or indirect sales. The automated software solution includes:

Data Aggregation, Normalization and Validation
Aggregates direct and indirect (POS) sales transaction data from multiple sources, in different formats, cleanses and normalizes it for validation and imports into database for further analytics.

Quota Domain Definitions/Territory Management
Defines territories and coverage rules based on any combination of geography, named accounts, product families, sales type, revenue types, industry verticals and more.

Name Rationalization
Rationalizes names of end customer, reseller, contract manufacturer, OEM or ODM, based on specific matching rules, synonyms, locations, 3rd party databases and fuzzy heuristic matching algorithms.

Transaction Classification
Identifies and categorizes sales transactions according to various rules.

Payee Assignment/Territory Evaluation
Assigns transactions to one or more payees (Sales Rep, Channel Manager, System Engineer, Industry Specialist or Manager) – across the entire sales enterprise – based on an analysis of Quota Domains and unique assignment rules and conditions.

Commission Splits
Applies standard or special case rules to calculate commission splits.

With measureable ROI from the initial implementation, Intermec is considering additional ways to leverage the capabilities provided by Entomo.

About Intermec
Intermec Technologies, Corp. (NYSE:IN) develops, manufactures and integrates the most sophisticated tools for the fully coordinated supply chain. Their core technologies include RFID (radio frequency identification), mobile computing and data collection systems, bar code printers and label media. Intermec products and services are used by leading companies of diverse industries worldwide to improve the productivity, quality and responsiveness of their business operations.

Intermec patents and innovations include such familiar devices as the “Smart Battery” technology now common in portable electronics such as camcorders, laptops, and handheld computers, as well as the wireless Personal Area Network that Bluetooth is now based on. For more information about Intermec, visit http://www.intermec.com or call 800-347-2636.

About Entomo
Entomo, Inc. provides the most comprehensive real-time Channel Revenue Optimization (CRO) solution on the market today. Their on-demand software helps companies who sell through multi-tier distribution channels increase revenue and streamline operations while complying with Sarbanes-Oxley and other regulatory requirements. The Entomo SmartHub® is a SaaS solution that includes automated multi-format Channel Data Processing (Collection, Aggregation, Normalization, Enrichment and Validation); Sales-in Sales-Out (SISO) Reconciliation, Channel Incentive Management, Sales Credit Assignment, Business Analytics and Scorecarding and Revenue Recognition modules. The SaaS delivery model ensures that there are no large up-front software license fees, maintenance fees or costly hardware to support. Clients can be up and running in a matter of weeks, with minimal IT involvement. For more information, please call 425-372-0544 or visit http://www.entomo.com.

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Kevin Koutou
Entomo
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