Bristol-Myers Squibb Tackles Channel Commerce Management

Pharma giant to deploy Edge Dynamics solution to gain channel control and visibility, streamline regulatory compliance; enabler launches 3.0 version

Pharma giant to deploy Edge Dynamics solution to gain channel control and visibility, streamline regulatory compliance; enabler launches 3.0 version

Redwood City, CA — October 5, 2005 — Bristol-Myers Squibb has signed up to use a channel commerce management (CCM) solution from Edge Dynamics in order to gain improved control and insight into its channel commerce.

Additionally, because the Edge Dynamics application captures the history of transaction decisions, Bristol-Myers Squibb will be looking to benefit from streamlined procedures for compliance against key regulatory requirements such as Sarbanes-Oxley.

"We are pleased to be working with Bristol-Myers Squibb in improving the effectiveness and profitability of its channel commerce initiative," said John McGrory, president and CEO of Edge Dynamics.

Also this week, Edge Dynamics announced the general availability of version 3.0 of its flagship CCM solution, introducing an analytics platform and a plug-and-play SAP connector built for CCM, as well as updates to its continuous scorecarding functionality, transaction dispositioning and overall performance.

The solution provider said that Edge Dynamics 3.0 delivers new capabilities in five areas:

  • A channel commerce management analytics platform with more than 100 pre-built configurable reports and robust capability for ad hoc and trend analysis to anticipate evolving channel commerce dynamics.


  • A plug-and-play SAP connector with pre-built integration scenarios for such specific channel commerce processes as order management. This SAP-certified connector enables bi-directional data synchronization with contextual data for enhanced analysis.


  • Updated continuous scorecarding to help manufacturers more effectively manage various forms of channel agreements, including inventory management agreements (IMA) and fee-for-service agreements. This functionality includes more than 50 new scorecarding metrics for performance and compensation.


  • Transaction dispositioning to improve decision-making. Key enhancements in this area include a consolidated view for order review and adjustments, pre-built macros for automating repetitive tasks and an audit trail to capture the full history of channel decisions.


  • Performance increases of more than 300 percent to ensure that downstream channel data along with other information sources such as IMS and NDC market data, RFID or point-of-sale data can be included in transaction evaluation.
Combining transaction processing with real-time in-line analysis of inbound transactions and surrounding channel and context data, Edge Dynamics said its CCM software currently optimizes more than $60 billion in annual channel volume for pharmaceutical manufacturers, which represents nearly 30 percent of U.S. pharmaceutical channel volume.

"With Edge Dynamics 3.0, we are extending our leadership in channel commerce management by providing manufacturers with the insight to anticipate channel commerce activities and respond to them proactively for maximum financial performance," said McGrory.

The Edge Dynamics 3.0 solution includes the CCM platform; the CCM application; a set of modules (including Order Compliance Automation, Downstream Channel Management, Forecast Gap Detection & Control, Chargeback Reconciliation, Returns Reconciliation, Vendor Managed Inventory and New Product Introductions); the Continuous Channel Scorecarding capability; and CCM Analytics. Edge Dynamics 3.0 is now available for the Windows, Solaris, and Linux operating systems; pricing is on a per-server basis.


Additional Articles of Interest

— For an in-depth look at how Nortel Networks is increasing the effectiveness of its lead management program, see the SDCExec.com article "Closing the Sales Loop at Nortel Networks."

— Increased opportunities for customer interaction create new operational challenges for Sales, Marketing and Service — the Demand Chain. Organizations must look beyond technology to the true foundation of creating and managing demand. For more information, read the SCDExec.com exclusive "Trends in the Demand Chain."

— Learning the right things to say to your colleagues and your customers can help you win big for the Supply Chain. Read more in "The Price of Talk," the Final Thoughts column in the August/September 2005 issue of Supply & Demand Chain Executive.


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