CDM Solution Provided by Zyme

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BO PLAYs CDM SOLUTION SPEAKS VOLUMES TO
PARTNER NETWORK
BO PLAY was launched in 2012 as a new brand by
Bang Olufsen, the global provider of luxury,
integrated audio-video solutions and services.
O?ering portable products that are intuitive to
use and easy to integrate into daily life whilst
delivering excellent high-quality experiences,
BO PLAY's focus is on providing the contemporary
design and audio experience preferred by the
digital generation.
www.zyme.com
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BO PLAY has always taken a pro-active approach
to driving supply into the market. In the early
stages of developing the business, the challenge
was predominantly about getting product into the
market and creating demand and awareness for the
brand. Thanks to rapid growth and strong
traction in the market, BO PLAY now has around
30 distributors and around 5,700 selling points
across the world. It recently became clear that
the company needed to make sure that the growth
was sustainable. It was critical that the company
got an immediate grasp on its sales data in
order to fully understand the channel and its
needs, and ultimately sustain this early success.
Demand from the management team for greater
visibility of the channel was borne out of our
desire to be a data-driven company. We realised
that as a lean but ambitious organisation, we
needed to make the most e?ective use of our time
and resources to maximise our potential and
that making data part of our DNA was the
solution. Kasper Frederiksen, Business Analyst
at BO PLAY.
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Realising that it had limited visibility on the
day to day activities and performance of its
distribution and retail channel BO PLAY selected
Zyme's cloud-based Channel Data Management (CDM)
platform to improve sales data quality and
reporting across its network of partners. The
decision to select Zyme was made following a
detailed competitive vendor review process which
resulted in Zyme being rated as the most
comprehensive solution provider, capable of
meeting the company's speci?c business needs and
requirements. Zyme was not only able to
guarantee a robust, scalable, solution but it
could also deliver an intuitive interface that
could be customised to suit each user's needs.
BO PLAY also identi?ed Zyme as the best vendor
from a features and functionality perspective
and the level of knowledge and thought leadership
that the team was able to bring to the table
regarding Channel Data Management. Frederiksen
explains It was clear from the outset that
investing in Zyme would not only provide us with
an IT solution. It would also provide us with a
professional partner that would share best
practices and help us to get the most from our
channel data. Zyme's commitment to collaboration
and the continuous development of new services
and solutions was also important. Although
prior to the adoption of Zyme's CDM solution, BO
PLAY's distributors were sending in monthly
sell-through and inventory reports, data from the
partner was not always shared by the immediate
account manager to the wider team. As a result,
channel management decisions were based on
incomplete partner data. Zyme's CDM solution
automated data collection and validation, and
generated reports to assess the e?ectiveness and
e?iciency of channel marketing and sales
activities, as well as managing the performance
of retail partners.
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Wanting to keep pace with consumer demands BO
PLAY considered it vital that the business could
support its wider team by providing access to
all available data, not only enabling them to
deep-dive into speci?c partner data, but also to
analyse patterns on a wider scale. It wanted to
make product and sales decisions as close to
real-time as possible and recognised that ?nding
a long-term CDM solution that could provide a
global view of the business had become essential.
BO PLAY now has access to one global dashboard
which has become the foundation for creating
much improved channel visibility. In addition,
it has enabled the company to focus its sales
team on driving sales opportunities instead of
spending time gathering and analysing
inconsistent data. The technology was fully
embraced by the entire team and the business
bene?ts have become clear.
Accessing channel data on demand has enabled BO
PLAY to adapt its marketing outreach, as
business based intelligence can now be
considered when devising and evaluating the
success of di?erent campaigns. BO PLAY is
better able to evaluate the investment of its
marketing dollars and how to secure improved
returns from Marketing Development Funds (MDF).
This was the ?rst time that BO PLAY was asking
all of its distributors to submit their reports
via one system. It was critical that any
solution deployed was easy to access, use and
then integrate with other downstream
applications in order to ensure that any change
in processes did not reduce the overall success
of the initiative.
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Deploying the Zyme solution was a signi?cant step
forward for the business. The con?guration team
will be able to forecast supply and demand with
much improved accuracy and enhanced transparency
in the channel and it will enable BO PLAY to
support existing partners and grow alongside
them. BO PLAY has no doubt that this investment
will bring value to the organisation and plans
are in place to include more retailers in this
new data capture and sharing initiative.
We have only seen the tip of the iceberg so
far, said Frederiksen. Having the right data
and facts on the table is becoming more and more
important and is particularly true in the world
of audio-visual products, where technology and
consumer demand moves at such a fast pace.
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CA 94065