Naveen Fluidics (name changed) manufactures flow sensors, level switches, and pressure transmitters for water treatment, chemical processing, and HVAC applications. Direct sales team of 22 reps. 14 distributors across India, with 3 in Southeast Asia (Singapore, Malaysia, Indonesia).
The distributor network was essential — 38% of revenue flowed through it. But it was also completely opaque. Distributor salespeople would call headquarters with pipeline updates that couldn't be verified. Leads given to distributors often vanished. Channel conflicts — the same customer approached by both a direct rep and a distributor — happened regularly.
The Shared Access Solution
Rather than asking distributors to use a separate system, Naveen gave key distributors limited access to VynDeal — they can see only their assigned leads and accounts, add activity notes, and update deal stages. The manufacturer sees everything.
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"Giving distributors read access to VynDeal was the best channel decision we ever made. They started competing to update their pipelines because they knew we were watching. Our best distributor went from being a black hole to our most transparent partner." — Channel Sales Head, Naveen Fluidics