Manufacturing

Sales and Marketing Performance

The rules of selling in the manufacturing market are changing. Every day, customers see more marketing from your competitors. Sales and marketing professionals have less time to get their message across. Yet you still have aggressive revenue goals to meet. Only Cognos, an IBM company, offers the sophisticated solutions that help you gain visibility into key customers, track campaign results, close more business, and align resources with opportunities.

With Cognos sales and marketing professionals can:

• Identify the most profitable customers and fuel business performance: Gain immediate visibility into sales, monitor revenue, and make sure targets are hit. Cognos helps you see the big picture as well as monitor the performance of individual territories. Pipelines and revenue are immediately accessible, so that sales and marketing can take action to keep sales performance on track. Combined sales, product, and finance information helps you identify your most profitable and productive products, channels, and customers. Integrated S&OP solutions link demand and supply plans to maximize customer service.
• Know how your marketing dollars are working in real-time: Cognos provides a 360-degree view of key marketing information, from campaign results and brand awareness to product mix by revenue and profitability. With Cognos, sales and marketing professionals have the power to transform data into strategic intelligence, to take advantage of opportunities when they occur – instead of next quarter. Trade Promotion Management (TPM) solutions allow analysis of best performing promotions, and this insight can be used to plan and execute programs that provide the greatest sales lift.
• Align resources with marketing opportunity: Cognos provides scorecards and at-a-glance dashboards to monitor sales metrics and drive boardroom strategy through to frontline execution. With Cognos, organizations can analyze sales performance across sales channels and provide the right product or service to the right customer through the channel the customer prefers.

Other sample sales and marketing indicators manufacturers can manage with Cognos include:

Additional Resources:

IBM Cognos 8 Go! Mobile demo for your BlackBerry

Online Demo

See how IBM Cognos Go! Mobile is providing manufacturing organizations like yours with the power of performance management on your mobile device.

IBM Cognos 8 Planning in the Manufacturing Industry: Technology and Best Practices for Performance

White Paper

Find out how manufacturers are using IBM Cognos Planning to create timely, reliable, and flexible plans that help decision-makers quickly identify, analyze, and forecast the impact of changes as they occur. This white paper outlines a systematic approach that combines best practices and leading-edge technology with planning activities in your organization.

Manufacturing Perspectives: The Logistics of Better Performance

Article

A collection of articles from Cognos Performance Perspectives outlining the value of performance management to manufacturers, including managing risk and the S&OP Performance Blueprint.

IBM Cognos Sales & Operations Planning Performance (S&OP) Blueprint

Online Demo

Understand proven best practices in reconciling sales and demand forecasts with supply plans.

Seven 7 Reports Every Supply Chain Executive Needs

White Paper

Learn how to improve your supply chain management strategy by asking the right questions.

Sales & Operations Planning

Podcast

Find out how manufacturers are using IBM Cognos Planning to create timely, reliable, and flexible plans that help decision-makers quickly identify, analyze, and forecast the impact of changes as they occur. This white paper outlines a systematic approach that Learn the secrets to success in sales and operations planning (S&OP), as Colin Snow of Ventana Research explains the best practices used by top manufacturing companies.

Ventana Research: Integrated Performance Planning for Manufacturers

Article

This Ventana Research article describes the Cognos S&OP Executive Review Performance Blueprint, which offers manufacturers a unified view of sales, the supply chain and pro-forma financial statements so executives can find the right balance between operational strategy and financial goals.

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