Client was a technology giant who follows a business model which relied on partners to drive the sales of their products. They conducted quarterly marketing programs which provided funds to partners for their marketing activities. The funds were budgeted for partners during campaign launch and paid at end of campaign period based on the proofs submitted for various marketing activities conducted.

Business Challenge:

• The client wanted a consolidated report for the Proof of Execution received from various partners participating in the campaign.

• They also wanted a dashboard which illustrates the effectiveness of the campaign at various levels (such as overall versus by geo, across various marketing activities).

• The dashboard should also give insights into the various metrics such as investment, ROI, impact on sales etc.

TurnB Approach:

• Extracted the individual proof excel files and audited them to ensure that they followed the standard format.

• Created a master file by consolidating all individual files using an algorithm developed in Python.

• Checked and filled missing values based on partner profile and available elsewhere.

• Identified and corrected discrepancies observed in the fields where pre-determined inputs were specified.

• Devised logics for standardizing results of each metric to the required format and validated the same.

• Flagged outliers in the results provided and removed them from analysis.

• Formulated metrics that accurately depicted performance of the campaign.

• Modelled the metrics along with yearly comparisons for illustrating the campaign performance versus previous campaign.

• Designed a model to compare the various outputs versus Worldwide/Geo level benchmarks to provide insights on the performance for each partner.

• Designed the dashboard in an intuitive way that will enable marketing managers to snip and use the view for their leadership-level presentations.

• Incorporated a separate slicer for further deep dive into area-level insights.

• Provided a visual to depict the partner-metric level results that helped the client view activities and results for each partner in a single snapshot.

Implications:

• The client was able to get a complete snapshot of campaign performance in a single snip.

• The yearly changes in marketing metrics helped client to get a picture of the changing market dynamics.

• It enabled them to efficiently allocate funds to partners for subsequent campaigns, based on the results observed.

• The marketing managers were able to provide recommendations on marketing activities to the partners for next campaign based on results of this campaign.

• Comparison of business growth for partners in campaign versus non-participating partners bring forth the knowledge on impact of campaign for partner business.

Client was a technology giant and the worldwide leader in software, services and solutions. It relied on its partner organizations across globe to promote, expand and retains its business. Client ran a program to promote the adoption and expansion of their cloud-based products by providing training to customers through partners. Business Objective:

• To achieve and grow adoption of technology products in client’s portfolio, client started a program to encourage customers skill up and get certified.
• A consistent delivery of exam coupons directly to learners needs to be facilitated for driving certifications
• Tracked metrics such as redemption rate and exam pass to measure the effectiveness of the initiative.

TurnB Approach: Following approaches were used:

• Identified the data fields required for direct distribution of exams. Included these data fields in the proof of execution template designed to capture data from partners.
• Consolidated data reported individually by all partners in a week to a single file using an algorithm developed in python. Identified the net new records reported in the consolidated file and added these new records to already submitted records through last week while creating the master consolidated file.
• Exams for a specific set of trainings are distributed by client’s internal team; identified these trainings and filtered them out to avoid over distribution of exams. Identified intrafile and interfile duplicates; avoided over distribution of vouchers.
• Checked availability of exams and placed request for new vouchers to avoid shortage. Allocated exams to learners and created learner specific communication and distributed exams in bulk.
• Managed support alias to address issues related to exams redemption from learners/customers. Created a consolidated exams master data and updated this on a weekly basis. Client’s BI team used this consolidated data as input feed to calculate business metrics for their internal dashboards.

Implications: Following were the outcomes:

• Distributed around 150K exams as part of the Skill Up program.
• Enhanced Satisfaction through consistent delivery of exams before completion of training.
• Identified multiple cases of gaming using duplication checks; led to implementation of additional automated validation checks to cover such scenarios.
• Timely resolution of all escalations related to redemption through support alias.
• Tracked the effectiveness of the program by capturing matrices like redemption and exam pass.

The client is a technology giant and worldwide leader in software, services and solutions. It relies on its partner organizations across the globe to promote, expand and retains its business. The client runs a skills Initiative program to promote sales of their cloud-based products by providing training to customers across the globe through partners. They pays incentives to partners every month based on volume of training activities reported. Training activities reported by partners go through a series of validation checks before approval for payment. Successfully validated trainings are processed for payment. Partners resubmit unapproved trainings with corrected data in subsequent weeks for the payment. The client's financial department needs to accrue for unapproved trainings to get an accurate view of actual financial liabilities. TurnB Approach:

• Created a single file by consolidating the individual training data reported by all partners in a week to a single file using an algorithm developed in python.
• Identified net new trainings reported in the file and added these to already submitted trainings through last week to create the master consolidated file.
• Listed down all the business rules related to incentive calculation such as type of training, course, the country where training is conducted, and special SOWs.
• Devised an algorithm to calculate payout for reported trainings covering all these business rules.
• Computed payout for all trainings reported by partners using devised logic.
• Identified all the paid transactions from client’s internal data and calculated the already paid amount.
• Estimated accruals by reducing already paid amount from the total computed payout.

Implications:

• Monthly updated accrual files provided an accurate representation of the actual financial liabilities of client.
• Partner, Country and Region level views of accruals catered to different stakeholders of client.
• Accrual figures for scheduled trainings helped the finance team budget and forecast for related activities.