High Technology
Trianz brings rich experience in the high technology industry based on a deep understanding of high tech enterprises that focus on selling and delivering hardware, software and associated services through direct and indirect channels to consumers and large enterprises. These experiences are a direct result of Trianz's engagements with market leaders in high tech industry that span selling and delivering high tech products including routers, switches, storage devices, computer accessories, data center technologies, co-location services, network optimization gear as well as mobile devices software applications and security support.

Trianz has three core focus areas within the operations functions of High Tech Organizations: sales and channels operations, finance operations, and service business management. As the high tech industry continues to evolve and stay relevant through economic shifts, changing customer buying behavior, internationalization of markets, and convergence of technologies, the operations backbone becomes critical to stay competitive and harness upcoming market opportunities. Since its inception in 2000 as a management consulting and IT services firm, Trianz has been helping companies in the high tech industry to operationalize their business strategies through a results-oriented execution framework that is anchored in deep understanding of our clients' business operations including sales, finance, channels, manufacturing, customer service, logistics, and distribution.

Realizing the goals outlined within a strategic plan requires more than a foundational understanding of industry trends. It requires a deeper understanding of operational considerations across product and service configuration and pricing, order to cash cycles, sales and demand forecasting, deal registration and partner programs, sales territory and coverage models, and service contract and entitlements that enable the successful execution of strategic initiatives.

Trianz has developed operational business perspectives within the high tech industry that span multiple functions. Our greatest depth is in sales and channel operations, finance operations, and service business management. Within these functions, Trianz has addressed critical issues of revenue recognition of multi-element deals; service contract co-termination and invoicing of large multi-year contracts; coverage models that include direct, overlay and channels-based sales forces: sales forecasting and sales crediting; channel/self-service capabilities for quoting, pricing and configuration; distribution B2B support for POS data capture, inventory reconciliation and reporting; and self-service renewals models and complex sales incentive programs for large multi-year deals.

Illustrative highlights of the Trianz high tech experience in each of the respective areas are detailed below.

Sales and Channels Operations: Trianz has helped clients successfully transform from a product sales model to a solutions-oriented sales support model, enabling new go-to-market strategies.

• Territory Planning and Customer Data Management: Territory, hierarchy, account, sales rep assignment.
• Goal To Commissions Cycle - From goaling to Sales Crediting and Commissioning focusing on significant operational improvements for visibility, accuracy, and payout
• Channels Enablement: POS, B2B, and channels program rollout
• Sales Support and Automation: Sales collaboration, quoting, ordering, and configuration
• Sales and Marketing Alignment: Lead-to-opportunity routing and campaign-to-order
• Sales Credit Assignment and Claiming: Sales credit splits, claims, and exception handling
• Pricing and Discounting Administration: Discounts and back-end rebates, claims, and incentive programs

Finance Operations: Trianz has helped clients optimize finance organizational structures, policies, and processes to drive profitable growth and disciplined decision-making in close partnership with the sales organization.

• Finance Transformation: Enabling the Finance organization to become a critical business partner rather than a backend reporting/controls-based organization
• Non-Standard Deals Management: Futures, volumes, contingencies, milestones, rebates, and deferred deals
• Solutions Selling: Revenue recognition on multi-element deals (H/W, S/W, Service, Channel POS)
• Outsourcing and Shared Services: Optimizing the operations of non-core areas including data collection and data management, reporting, exception handling, and manual sales credits/commissions processing

Service Business Management: Trianz has enabled clients to leverage their services as a strategic go-to-market differentiator, improving service attach rates to drive higher sales growth rates and overall customer satisfaction.

• Service Introduction/NPI and EOL: Break-fix as well planning and design services
• Service Sales: New sales, renewals, and installed base management
• Service Delivery: Entitlement, case management, and RMA/sparing
• Service Program Management for Partners: Service program eligibility and performance metrics tracking