Large technology manufacturers that focus on channel sales through distributors and resellers have traditionally operated with informal processes, using tools like spreadsheets and information driven by anecdotal stories from channel partners, unstructured data, and the «gut instinct» of channel sales managers. Too often, the result is an unacceptable level of inaccurate payouts and leaky incentivizing, stock-outs due to lack of insight into inventory, and missed revenue opportunities.