Host: Annik Sobing
Guest: Kenneth G. Peters
Published: February 2026
Length: ~20 minutes
Presented by: Global Training Center

GTM Software Prep: Don't Install Until You've Done These 3 Things First

In this Simply Trade Roundup, Annik talks with Kenneth G. Peters, President at MIC US and Director of Commercial Operations in North America, about Global Trade Management (GTM) software—specifically, what trade teams must do before implementation to avoid creating “digital chaos.” Ken shares real talk from his ATCC presentation on data cleanup, process mapping, and testing, plus why “cleaning your data like you're hosting the in-laws” is now his signature advice. Shoutout to Alison for the killer slides.

What You’ll Learn in This Episode

Ken’s new grandpa status (the little guy is 7 months old—congrats!) and why it’s the “next step in life” that keeps him energized for trade tech.
The #1 mistake companies make with GTM software
- Data cleanup first: Don’t dump junk into GTM. Scrub inactive vendors, obsolete parts, invalid HS codes (like 111111 or all zeros). Clean it like you're hosting the in-laws—no mess allowed.
- Why: GTM amplifies what you give it. Bad data in = faster mistakes out.
Avoid the “Big Bang” implementation trap
- Don’t try to do everything at once (denied party screening + classification + FTA rules + solicitation).
- Start small:
  1. Classification (builds the foundation—parts, HS codes, values).
  2. Denied party screening (uses your vendor/part data).
  3. FTA analysis (relies on classification/HS from step 1).
- Why: Master data dependencies mean you build once and reuse everywhere.
Processes over pixels
- GTM won’t fix broken workflows. Map your processes before going live.
- If your current setup is emailing Excel files between systems, you’re not automating—you’re digitizing chaos.
- True automation: ERP ↔ GTM via SFTP, APIs, XML—no human hands on keyboards. Reduces errors, speeds everything up.
Who owns what after go‑live
- MIC US (GTM provider): Manages the software backend—reg updates, HS databases, platform maintenance.
- Your team: Owns the process (classification, entry creation, decision‑making). Someone still reviews outputs for accuracy.
- No “managed services” from MIC—GTM is a tool, not a full‑service outsource.
Testing: where most implementations fail
- Allocate real time and resources to testing—don’t rush it.
- Test end‑to‑end: data flow, workflows, edge cases.
- Why: Skipped or rushed testing = live problems that cost more to fix later.
“If your systems are emailing Excel files to each other, you're not automating”
- Ken’s golden rule: Hands‑off data flow (ERP → GTM) eliminates errors.
- Excel handoffs = manual errors waiting to happen.

Key Takeaways

Clean data first: Active parts, valid HS, no ghosts—GTM makes good data shine and bad data explode.
Start small, build smart: Classification → screening → FTA, not “big bang everything.”