Here’s why indirect channels break most TPM implementations.
Most firms choose TPM vendors first. Then discover in UAT that their platform can’t handle three-way gross-to-net reconciliation across manufacturers, wholesalers, and retailers. Or that sell-through visibility gaps make promotional ROI pure guesswork.
By then? Too late. You’re locked into workflows the system can’t support.
We do this backwards.
After 10+ years implementing TPM across beverages and pharma in Asia, we map your indirect channel complexity and data flows in Discovery—before vendor selection. So your platform matches your actual workflows, not the other way around.
Most TPM projects fail in implementation. Ours succeed in Discovery.
Evaluating TPM vendors? I’ve built a Discovery framework that de-risks vendor selection for complex indirect channels. Link in comments.
What’s the biggest gap you’ve seen between vendor promises and implementation reality?
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