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Relayware Partner Relationship Management

Highly Competitive Security Market Relies on Relayware to Manage Indirect Sales Channels

Relayware Delivers SaaS-based Partner Relationship Management (PRM) Solution to Leading Endpoint Security Companies

February 15, 2011 08:00 AM Eastern Standard Time

REDWOOD SHORES, Calif.--(BUSINESS WIRE)--Relayware, a global provider of cloud-based Partner Relationship Management (PRM) software, today announced strong momentum in the security market with deployment of RelayWare technology in five of the top corporate endpoint … security companies covered in recent research from International Data Corporation (IDC) (Worldwide Endpoint Security 2010 – 2014 Forecast and 2009 Vendor Shares, November 2010, Doc.#225759). Entrenched security players including Sophos, Trend Micro, Panda Security and Webroot, now employ Relayware’s PRM solution to manage extensive networks of partners. Relayware reduces the cost of channel operations and cultivates partner loyalty, gaining competitive advantage, driving incremental sales and increasing profitability.

In the highly competitive security solutions marketplace, companies leverage indirect sales models for their inherent cost efficiencies and market reach, enabling them to trim margins and reduce costs. Relayware’s security customers retain thousands—sometimes tens of thousands—of partners and resellers, making it extremely challenging to communicate with, motivate and train new partners effectively. Relayware PRM improves companies’ ability to recruit, engage with and manage growing channel ecosystems and provides the tools, services and support that directly address the complexity of an indirect sales model.

Former Vice President of Global Channel Programs at Sophos, Chris Doggett described the company’s decision to use Relayware as follows, “Our partner program required us to perform many tasks easily, efficiently, globally, on a scalable basis and all on one central partner management platform. We looked at a variety of solutions and concluded Relayware was the best fit for Sophos. It is the platform that we use to manage our partner relationships day in and day out.”

For Trend Micro, Relayware established the Affinity Partner Program to improve the intimacy, depth and breadth of penetration into the company’s channel. Relayware implemented new and improved ways to communicate with those who sell and market for Trend; developed the means and the messaging for channel executives to speak with partners “in their language”; defined ideal partners and identified those with potential to become stronger. With Relayware, Trend Micro optimizes partner performance and maximizes indirect sales.

Panda Security implemented Relayware as their end-to-end Partner Relationship Management solution worldwide. Relayware provided sales and marketing teams with a broad suite of PRM functionality and introduced software license renewal and partner-facing performance dashboards as leading edge features.

“Panda Security considers collaborative sales and marketing to be a key component of our worldwide partner program,” said Bruno Rodriguez Calvo, Panda’s worldwide business development & channel director. “The capability to efficiently handle lead management, deal registration and especially software license renewal is fundamental to our success and that of our partners. We selected Relayware as our global partner management platform to automate and web-enable these key processes.”

Relayware PRM provides security organizations with PRM software that is automated, secure and scalable. Vendors benefit from Relayware’s high-level of automation for managing mass market channels and active support for high-touch account management of larger resellers. In addition, Relayware is mindful of both application security and the safety of customer data and offers a range of hosting and security options, to align with business policies. Relayware is fully internationalized and able to simplify partner portal roll-out to many geographies and languages. Relayware is a modular in design, available as a complete PRM suite or as standalone applications or modules. For the complete set of Relayware modules, please visit Relayware’s website.

“The security market is a highly competitive environment and our main priority is to deliver the best solutions, programs and services to help our channel-oriented customers enhance and develop their global partner programs,” said Mike Morgan, Relayware CEO. “Our growing customer base in the security sector is a testament to the tangible results our PRM solution delivers.”

About Relayware

Relayware is a global provider of Partner Relationship Management (PRM) solutions. Our cloud-based software helps companies optimize partner performance and maximize indirect sales. Going far beyond CRM offerings with add-on features that claim to manage partners, Relayware combines market leading software – purpose built for PRM – with many years of domain expertise to deliver a comprehensive and unique solution to Fortune 1000 companies worldwide. Relayware provides organizations such as Sony, Lexmark and Trend Micro with a secure scalable system that manages millions of customers, over 300,000 partners worldwide and in 34 languages. By improving a vendor’s ability to recruit, engage with and manage their network of partners, RelayWare reduces the cost of channel operations and cultivates partner loyalty, delivering competitive advantage, driving incremental sales and increasing profitability. For more information visit Relayware’s website.