[ 9 April 2002 ] Industry Dialogue : “Creating Competitive Differentiation with Your Indirect Sales Channels”

CommerceNet Singapore (CNSG), iGINE, Oracle, IDC Asia / Pacific and Sun Microsystems organised an Industry Dialogue session on Tuesday, 9 April 2002 at the Hotel Inter-Continental, Singapore. The theme for the Dialogue session was “”Creating Competitive Differentiation with Your Indirect Sales Channels”. About 50 participants attended the session.

The Hi-Tech/ Electronics Manufacturing industry is characterized by a highly fragmented market and the demand for a given manufacturer’s products depends on the strength of its brand. Given that at least 50 percent of high-tech sales are generated through indirect channels, brand owners will need to leverage on their existing multi-channel and multi-tier sales and distribution networks to meet the demands of their customers through a whole suite of activities related to marketing, sales, order fulfillment and post-sales activities. Today, sell-side eCommerce is no longer a technology issue, it is a business strategy issue that creates new, interesting opportunities.

Senior executives from IDC, Sun Microsystems, Oracle as well as iGINE shared their insights into the trends, best practices and market opportunities in the High-Tech/ Electronics Industry. This was followed by a case study of a biomedical supplies company that reaped significant cost savings in adopting a solution that helped manage the order flow across 5 tiers of channel partners and enjoyed an ROI of over 300%.