Relayware is helping the B2B collaboration and multi-channel communication market through integrated collaboration with our expanding network of customers, partners and influencers. Hear what others have to say about Relayware’s product innovation and industry leadership.
Redwood Shores, CA, 29th April, 2013 – Relayware a global leader and provider of B2B collaboration and multi-channel communication solutions today announced that it has been included in the list of “Cool Vendors in Technology Go-to-Market 2013″[1] by Gartner, Inc.[2]
Each year since 2004, Gartner identifies new Cool Vendors in key technology areas and publishes a series of research reports highlighting these innovative vendors and their products and services. The Cool Vendors in Technology Go-to-Market 2013 report recognizes companies that are innovating sales and marketing techniques to help IT providers go to market more effectively. By using such services, IT providers can get more value from their sales and marketing investments.
Relayware was described as “PRM 2.0” or “Social PRM – incorporating all the benefits that enterprise social, workforce collaboration, social networking and mobile communication have brought to businesses to improve partner collaboration and performance.” by Gartner Vice-President, and Distinguished Analyst, Tiffani Bova. Ms. Bova is considered one of the preeminent thought leaders in the IT industry specializing in the development of comprehensive indirect channel strategies, including program development and optimization, go-to-market sales coverage models and the impact of cloud on the traditional channel.
Relayware is driving technological innovation through its integrated external social collaboration solution which facilitates sales, marketing, learning, service and support collaboration across a vast spectrum of programs all on a single platform. Relayware allows vendors to communicate and collaborate with business partners through the broadest range of communication channels including email, content-rich portals, social media, instant messaging, activity streams and mobile apps.
“We’re both delighted and proud to be selected by Gartner as a 2013 Cool Vendor,” said Mike Morgan, CEO of Relayware. “Our rapidly growing community of customers and their indirect channels enjoy the benefits that our innovative technology brings. Dramatically improving vendor and channel collaboration and communication drives revenue growth. We believe that Gartner shares our perspective on the strong association between technology and revenue generation and has recognized us as a Cool Vendor.”
In the report, Gartner recommends that sales and marketing leaders at IT providers should investigate external (third-party) service providers that can augment internal processes to enhance brand recognition, sustain customer loyalty and drive revenue.
Relayware is a global provider of business to business collaboration and multi-channel communication solutions. Relayware prides itself on delivering solutions to hi-tech, manufacturing, telecommunications, financial services, insurance and smaller and emerging businesses. Our powerful technology connects businesses and business people beyond the enterprise and facilitates effective communication and productive collaboration. With its comprehensive range of revenue performance management and collaboration apps and multi-channel communication tools, Relayware enables networks of intermediaries to function like extensions of a business’s own sales, marketing and support teams. Relayware not only improves communication, collaboration and productivity but delivers rapid and sustained revenue growth and improved profitability.
Gartner does not endorse any vendor, product or service depicted in our research publications, and does not advise technology users to select only those vendors with the highest ratings. Gartner research publications consist of the opinions of Gartner’s research organization and should not be construed as statements of fact. Gartner disclaims all warranties, expressed or implied, with respect to this research, including any warranties of merchantability or fitness for a particular purpose.
Karren Gurnhill
Head of Media Relations
+44 (0)1865 784920
[1] Gartner “Cool Vendors in Technology Go-to-Market 2013” by Tiffani Bova, Neil McMurchy, Hank Barnes, Kimberly Collins and Ed Cordin dated April 17th 2013.
[2] The “Gartner” and “Gartner 2013 Cool Vendor” names and logos are registered trademarks of Gartner, Inc. and are used with permission.
by Anna Johnson
For some enterprises, the rise of social networking and social media among employees, customers, and the channel creates new opportunities to accelerate communication and improve operational processes. For others, it’s an additional piece in an already complex partner relationship management (PRM) puzzle. To learn how to evolve PRM programs to take advantage of top trends like social networking and social media, and improve the way enterprise works together with the indirect channel, Channel Management Insights turned to Mike Morgan, Relayware’s chief executive officer, for answers.
The PRM Evolution
In the not-so-distant past, CRMs automated internal sales processes, and classic PRM systems automated communication via email and web portals with external audiences. “The catalyst for the evolution was when we saw a marked increase in customers wanting to bring internal and external processes together,” says Morgan. “In pretty much every project Relayware engaged in during this period our solution was to integrate CRM systems, such as Salesforce.com, with our platform.”
“The purpose of integrating with CRM systems like Salesforce was that the CRM systems became the systems-of-record for all things related to customers. As the indirect channel serviced their customers, it became necessary for the PRM system to tap into the CRM customer record.”
Integration alone wasn’t enough to evolve PRMs. There are programs and processes that are innate to partners that can’t be addressed by the customer-centric systems of CRM and marketing automation. For example, automating loyalty programs, joint opportunity management, and training and certification are all specific to the indirect channel ecosystem. The PRMs changed based on the desire to automate processes and tap into the business intelligence to improve efficiencies. But what no one was expecting was how new ways of communication and collaboration through social networking with personal devices was about to alter the way enterprises conduct business.
Top Trends As Catalysts for Change
When Facebook launched at Harvard, no one anticipated that it would be adopted by corporate America. After all, it was designed for college students. When the first text-based message of 140 characters was sent in 2006, no one would have considered Twitter relevant enough to be the primary means of communicating and organizing revolutions in Egypt, Tunisia, and #occupywallstreet. But Twitter, Facebook, and other social networking platforms have become as integral to corporate communications as email.
“Social networking or social media is just one of three communication trends that are driving change within the partner ecosystem,” says Morgan. “The second, employee collaboration tools like Moxie, Basecamp, and Jive Software, have transformed the way enterprises do work internally over the last five years. But none were designed to address the indirect channel’s programmatic needs.”
“The third trend we’re seeing is people turning to their mobile devices for communication and collaboration in preference over fixed devices like PCs and Macs,” observes Morgan. For decades, the PC has been a permanent fixture on every employee’s desk. In just two years, the iPhone, iPad, and other mobile devices have become indispensible items glued to the hands of executives during office meetings, flights to London, and trips to Costco. These three trends provide a ripe environment for change.
“If you add all these things together, what you have is a need for a software system that integrates partly with CRM and that can support external sales automation and collaboration processes. It must be a system that can support marketing automation and collaboration processes and that can automate all the program-based activity that you would engage in with external constituents of your business ecosystem. And finally, it needs to be a system that can facilitate communication between all the members of that ecosystem, not simply through email and web portals but also through social networking, instant messaging, and mobile devices as the communication platform,” says Morgan. Today, the system that Morgan describes goes entirely beyond the Partner Relationship Management model and has evolved into what Relayware calls “Collaboration Beyond the Enterprise.”
Where Enterprises Fall Short
The benefits of that social media feature in many next-gen PRMs have eluded many companies because, “they don’t know how social media functions,” says Morgan. “In many cases, executives view social marketing as just another method to push communication to customers and prospects.” Instead, social marketing is about creating interest and amplifying the interest through social networks. “If you create shareable messages that resonate with your channel, then they are more likely to communicate that message to their trusted networks,” advises Morgan. Many companies don’t fully realize that a partner’s trusted network isn’t part of a community that they would generally have access to. By communicating through partners rather than just to partners, companies will reap the benefits of reaching new audiences in ways that they couldn’t do before.
Summary
The communication and collaboration features of the next-gen PRM systems are a natural fit with the indirect channel ecosystem. In many instances, the channel has embraced social media through mobile devices long ago, and it’s only in the last year that enterprises are tapping into these trusted social networks.
Today, enterprises need a platform to tie all the partner relationship management pieces together in a service that can support:
Companies that understand how to use social media to collaborate with partners will benefit from the next-gen PRM features. Collaboration and communication beyond the enterprise enables companies to uncover new revenue opportunities in new communities as well as glean new information from their expanding social networks.
Redwood Shores, CA, 13th of March, 2013 – Relayware a global leader and provider of B2B collaboration and multi-channel communication solutions today announced their partnership with Kaspersky Lab and the completion of the deployment of the Relayware solution in Kaspersky Lab’s North America and EMEA regions. Throughout the deployment, Kaspersky Lab has enjoyed significant improvements in channel collaboration including recruitment, on-boarding, training and certification as well as joint-sales opportunity management and improvements in customer quotation. Kaspersky Lab is ranked among the world’s top four vendors of security solutions for endpoint globally and operates in nearly 200 countries worldwide. Relayware is now set to be rolled out globally.
Chris Doggett, SVP, Corporate Sales, North America for Kaspersky Lab explained, “Our award-winning channel program is growing day-by-day both in size and sophistication. We need a means of managing the data, business processes and programs necessary to execute efficiently and effectively. Relayware provides a powerful, highly available and scalable purpose-built solution to handle all aspects of our channel collaboration and communication through a wide variety of mediums, and it integrates seamlessly with our other systems including Salesforce CRM.”
“We are delighted to play a part in the success of one of the world’s leading and most rapidly growing software companies and one so committed to collaboration beyond the enterprise”, Mike Morgan, CEO of Relayware commented. “Relayware can help so many businesses transform their engagement with indirect sales channels. Leading companies are now realizing that collaborating and communicating with people and companies in their business ecosystem is just as crucial as collaboration and communication among their own employees. When you derive the majority of your revenue through indirect channels, it goes without saying that you need to work as a team.”
Why did Kaspersky Lab choose Relayware? The answer is simple; it offers all of the sales, marketing and program automation capabilities of the leading CRM and PRM solutions combined. In addition, Relayware provides interactive sales and marketing collaboration tools; social network integration; community and group networking and communication tools; alongside the first ever mobile app ensuring customers can communicate with their communities of indirect channels anytime, anywhere and through the medium of their choice.
Relayware is a global provider of business to business collaboration and multi-channel communication solutions. Relayware prides itself on delivering solutions to hi-tech, manufacturing, telecommunications, financial services, insurance and smaller and emerging businesses. Our powerful technology connects businesses and business people beyond the enterprise and facilitates effective communication and productive collaboration. With its comprehensive range of revenue performance management and collaboration apps and multi-channel communication tools, Relayware enables networks of intermediaries to function like extensions of a business’s own sales, marketing and support teams. Relayware not only improves communication, collaboration and productivity but delivers rapid and sustained revenue growth and improved profitability.
Karren Gurnhill
Head of Media Relations
+44 (0)1865 784920
The “Kaspersky” name and logo are registered trademarks of Kaspersky Lab, ZAO and are used with permission.
REDWOOD SHORES, Calif., Jan. 3, 2013 Relayware a global leader and provider of B2B collaboration and multi-channel communication solutions today announced that Xirrus, the leading provider of high performance wireless networks, has deployed Relayware to manage and optimize its global indirect sales channels. Relayware provides Xirrus with the ability to select, segment, recruit and onboard new candidates for their indirect sales channel, while automating training, enablement, motivation and performance management. The system facilitates collaboration with and across Xirrus’ channel network and provides the company with the means to communicate with intermediaries via a variety of mediums including email, portals, social media and mobile apps. Relayware will support Xirrus’ ambitions to build channel efficiency, effectiveness, competency and loyalty while enabling Xirrus themselves to service, support, manage, and optimize their entire channel operations from a single console.
Shane Buckley , CEO of Xirrus explained, “We are undergoing a global sales transformation, expanding into new markets, building on our successes and investing in growth. We believe that there is more to being a good business partner than simply offering high margins on sales. In implementing our strategy we were challenged with securing a comprehensive, powerful, single platform that would manage our indirect sales channel to the full. I am in no doubt that we have found it in Relayware. By deploying Relayware we are demonstrating a solid commitment to improving and maintaining the competency, motivation and collaborative selling power of our intermediaries.”
“Relayware knows the importance of enabling effective communication and collaboration with indirect sales channels and we understand the challenges faced by our customers in getting it right,” Mike Morgan , CEO of Relayware commented today. “Relayware’s technology platform and suite of collaboration, program automation and revenue performance management apps enable businesses to more effectively nurture high performance relationships with those companies who market, sell and provide support on their behalf. Here at Relayware, we listen to our customer needs, striving to meet them with excellence and innovation and we’re delighted that Xirrus has joined our rapidly growing community of customers.”
Relayware offered Xirrus a single solution for all their channel needs which integrated with their current Customer Relationship Management (CRM) solution Salesforce.com. With this single solution Relayware were able to overcome Xirrus’ software heterogeneity challenge, alongside creating additional tools to suit their specific requirements.
Relayware has also recently launched its 2012 Release and Relayware Mobile, both of which are available to new and existing customers. The mobile app, the first of its kind for both smartphones and tablets provides indirect sales channels with the information, training and the collaboration and communications tools they need whenever and wherever they need them. Relayware Mobile is downloadable from the Apple App Store and Google Play and the app can be fully styled to reflect individual company branding.
Relayware is a global provider of business to business collaboration and multi-channel communication solutions. Our powerful technology connects businesses and business people beyond the enterprise and facilitates effective communication and productive collaboration. With its comprehensive range of revenue performance management and collaboration apps and multi-channel communication tools, Relayware enables networks of intermediaries to function like extensions of a business’s own sales and marketing teams. Relayware not only improves communication, collaboration and productivity but delivers rapid and sustained revenue growth and improved profitability.
Karren Gurnhill
Head of Media Relations
+44 (0)1865 784920
THOUSAND OAKS, CA — (Marketwire) — 11/08/12 — Xirrus(R), the leader in high-performance wireless networks, today announced the Xirrus Alliance Network (XAN) to empower channel, managed services, consulting services, and technology partners of wireless network technology to deliver best-in-class mobile solutions for the enterprise. The XAN is built on a two-tier model, with resellers purchasing from Xirrus authorized distributors, gaining substantial benefits, support, and deal opportunities to increase their wireless networking business. Differentiating the program, Xirrus has signed a distribution agreement in North America with Arrow Enterprise Computing Solutions, a business segment of Arrow Electronics Inc., that provides Xirrus resellers with presales technical support, order fulfillment management, bundled solutions, customized configurations, business planning, and flexible financing, along with other services.
The XAN channel partner program is designed to attract premier partners seeking world-class wireless technology for further development of their Wi-Fi business offerings. The program uses [Relayware's] single sign-on Partner Relationship Management (PRM) tool for all partner communications and interactions with Xirrus. It provides partners with powerful self-management and communication selection capabilities and eliminates the administrative burden for deal registration, special pricing approvals, and lead follow-up management of traditional partner programs. The PRM also positions the partner as an integral part of the Xirrus demand generation programs with fast access to sales-ready leads and opportunities. XAN channel partners have access to a wealth of sales tools like video case studies, industry and solution briefs, specialized channel-ready campaigns, vertical-marketing tools, a competitive TCO tool, and advanced competitive 802.11ac program pricing.
“For providers that introduce a program structure that rewards and recognizes channel partners (including resellers) for the value they bring to the business for investments in gaining competencies, specialization and vertical expertise, it is a very different model than the volume-based programs seen across the industry today,” said Tiffani Bova, research vice president, Gartner. “By tying those competencies and specializations with partner levels, providers are able to clearly understand the true capabilities of their ecosystem without being distracted by sales volumes. At the end of the day, it is all about putting the right partners with the right skills in front of the right customers at the right time.”(1)
“As the heavy load of BYOD and rich media crushes traditional wireless networks, we continue to see mounting interest in our high-performance WLAN solutions,” said Shane Buckley, Xirrus CEO. “Xirrus looks forward to drawing from Arrow ECS’s broad community of vertical-market solution providers to extend our market share across North America. This agreement aligns with our commitment to continue expanding the Xirrus Alliance Network Global Partner Program.”
The XAN addresses a common issue with conventional reseller partner programs, in which new service introductions result in growing administrative complexity as well as revenue and margin erosion. By comparison, Xirrus has pioneered a single sign-on for all partner services using Relayware: account management, quotes, deal registration, training, marketing development funds, and product information. With a single sign-on and one user interface, partners slash administrative time, increase productivity, and focus their efforts on sales and market development rather than administration. Furthermore, partners gain immediate access to Xirrus’ Marketo marketing automation platform, an advanced software tool for channel-centric demand generation support and lead management.
The partner program leverages Xirrus’ high-performance, award-winning WLAN technology that consistently appears on the top-three list of many prospective customers during their final decision-making process. Arrow ECS identifies Xirrus wireless technology as the linchpin in its partnership with Xirrus, and a catalyst for empowering resellers to increase market share.
“Adding Xirrus’ high-performance WLAN technology suite to our strong network solutions portfolio strengthens Arrow ECS’ leading position in the enterprise network access market,” said Joe Burke, vice president, enterprise storage/security virtualization and networking, Arrow ECS North America. “Xirrus will enable our solution providers to deliver a high-performance WLAN offering for customers along the BYOD adoption curve, where mobile applications and cloud-access have ‘cut the cord,’ making the WLAN the customers’ primary connection to their people, their resources, and the Internet.”
Wick Hill joined the Xirrus Alliance Network last month as a United Kingdom and German distributor to deliver a powerful, scalable, and trusted wireless solution for their client base.
“Following the announcement of our EMEA distribution agreement with Xirrus last month, we are now very excited to join the Xirrus Alliance Network (XAN) channel partner program,” stated Ian Kilpatrick, chairman of Wick Hill Group. “Many vendor channel partner programs are overly complex and require multiple login credentials for the individual channel sales and marketing support functions. The XAN channel partner program provides our VARs access to one easy-to-use integrated system.”
For more information on the Xirrus Alliance Network, visit www.xirrus.com/partners or email us at xan@xirrus.com.
Xirrus is the leading provider of high-performance wireless networks. Xirrus’ Array-based solutions perform under the most demanding circumstances with wired-like reliability and superior security. The Xirrus wireless solutions provide a vital strategic business and IT infrastructure advantage to the education, healthcare, government and enterprise industries that depend on wireless to operate business-critical applications. Headquartered in Thousand Oaks, CA, Xirrus is a privately held company that designs and manufactures its products and solutions in the USA. For more information please visit:http://www.xirrus.com/ and follow us on Twitter: @Xirrus.
Xirrus and XMS are trademarks or registered trademarks of Xirrus. Other trade names used in this document are or may be the property of their respective owners.
(1) Marketing Essentials: Five Trends Impacting Traditional Channel Programs, 2012; Tiffani Bova; Gartner; May 10, 2012
Redwood Shores, CA, 22nd October, 2012 – Relayware, a global provider of B2B collaboration and multi-channel communication solutions today announced the launch of Relayware Mobile. The mobile app, the first of its kind for both smartphones and tablets provides indirect sales channels with the information, training and the collaboration and communications tools they need whenever and wherever they need them.
“Relayware have always led the market in providing the most comprehensive range of global collaboration and communication solutions beyond the enterprise. The release of Relayware Mobile demonstrates our commitment to innovation and the facilitation of business collaboration beyond the desktop and beyond the web”, commented Mike Morgan, CEO at Relayware.
The launch has been eagerly awaited by Relayware customers keen to gain competitive advantage. Pat Collins, CIO at NETGEAR said, “As one of the global technology leaders, NETGEAR is acutely aware of the growth of the mobile communication market as well as the ever increasing popularity of mobile devices amongst our partner network. With this in mind NETGEAR is looking forward to deploying Relayware’s mobile app for our partners and see this as an excellent way of providing the information, tools, training and resources they need no matter when or where they need them.”
The importance of mobile apps in business computing was recently highlighted by David Mitchell Smith, Research Vice President and Gartner Fellow who said, “The release of the iPhone five years ago marked a shift towards a mobile-dominated future. With phones and tablets becoming a platform for the delivery of applications and information, and not simply a communications tool, the era of running applications solely on desktop and notebook PCs is rapidly being superseded by a fast-moving, diverse era of ecosystems that span consumer electronics, business computing, fixed-location clients and mobile clients.”
Relayware Mobile is downloadable from the Apple App Store and Google Play and the app can be fully styled to reflect individual company branding.
Relayware provides companies and their indirect sales channels with the most advanced, comprehensive solution for enabling collaboration and communication. In addition to Relayware Mobile, Relayware’s 2012 Release extends their leadership position further with numerous innovative new features, enhancements and additions. These include:
Relayware’s 2012 Release is available immediately to new and existing customers.
Relayware is a global provider of business to business collaboration and multi-channel communication solutions. Our powerful technology connects businesses and business people beyond the enterprise and facilitates effective communication and productive collaboration. With its comprehensive range of revenue performance management and collaboration apps and multi-channel communication tools, Relayware enables networks of intermediaries to function like extensions of a business’s own sales and marketing teams. Relayware not only improves communication, collaboration and productivity but delivers rapid and sustained revenue growth and improved profitability.
Karren Gurnhill
Head of Media Relations
+44 (0)1865 784920
Redwood Shores, CA, 15th October, 2012 – Relayware, a global provider of B2B collaboration and multi-channel communication solutions today announced the launch of Relayware Mobile. The mobile app, the first of its kind for both smartphones and tablets provides indirect sales channels with the information, training and the collaboration and communications tools they need whenever and wherever they need them.
“Relayware have always led the market in providing the most comprehensive range of global collaboration and communication solutions beyond the enterprise. The release of Relayware Mobile demonstrates our commitment to innovation and the facilitation of business collaboration beyond the desktop and beyond the web.” commented Mike Morgan, CEO at Relayware.
The launch has been eagerly awaited by Relayware customers keen to gain competitive advantage. Nancy Reynolds, SVP North American Sales at Kaspersky Lab, one of Relayware’s customers noted, “As one of the global technology leaders, Kaspersky Lab are acutely aware of the growth of the mobile communication market as well as the ever increasing popularity of mobile devices amongst our partner network. With this in mind Kaspersky Lab are looking forward to deploying Relayware Mobile for our partners and see this as an excellent way of providing the information, tools, training and resources they need no matter when or where they need them.”
The importance of mobile apps in business computing was recently highlighted by David Mitchell Smith, Research Vice President and Gartner Fellow who said, “The release of the iPhone five years ago marked a shift towards a mobile-dominated future. With phones and tablets becoming a platform for the delivery of applications and information, and not simply a communications tool, the era of running applications solely on desktop and notebook PCs is rapidly being superseded by a fast-moving, diverse era of ecosystems that span consumer electronics, business computing, fixed-location clients and mobile clients.”
Relayware Mobile is downloadable from the Apple App Store and Google Play and the app can be fully styled to reflect individual company branding.
Relayware provides companies and their indirect sales channels with the most advanced and comprehensive solution for enabling collaboration and communication. In addition to Relayware Mobile, Relayware’s 2012 Release extends their leadership position further with numerous innovative new features, enhancements and additions. These include:
Relayware’s 2012 Release is available immediately to new and existing customers.
Relayware is a global provider of business to business collaboration and multi-channel communication solutions. Our powerful technology connects businesses and business people beyond the enterprise and facilitates effective communication and productive collaboration. With its comprehensive range of revenue performance management and collaboration apps and multi-channel communication tools, Relayware enables networks of intermediaries to function like extensions of individual businesses’ own sales and marketing teams. Relayware not only improves communication, collaboration and productivity but delivers rapid and sustained revenue growth and improved profitability.
Karren Gurnhill
Head of Media Relations
+44 (0)1865 784920
CUPERTINO, Calif. – November 14, 2011 – SugarCRM, the world’s fastest-growing customer relationship management (CRM) company, today announced another record quarter in 2011, with billings growth continuing a strong upward trend to 69 percent in the third quarter over the same period in 2010, and by 13 percent over the second quarter in 2011.
The results reflect continuing momentum in key and emerging markets, with year-over-year billings growth increasing by 84 percent in North America, 83 percent in Asia Pacific, 45 percent in EMEA (Europe Middle East and Africa), and 111 percent in Latin America.
“SugarCRM has again outdone its achievements of the past quarter,” said Larry Augustin, SugarCRM chief executive officer. “We are executing on all fronts, as we expand our network of channel partners and support customer competitiveness by providing a uniquely flexible CRM solution that’s affordable and allows customization and scalability.”
In line with SugarCRM’s strategy to build a dynamic sales channel network, the number of SugarCRM channel partners has been growing steadily. In the third quarter, SugarCRM welcomed 38 new partners, bringing the worldwide total to 343 partners.
“Our channel partners bring SugarCRM’s benefits to bear for customers,” said Jeffrey Campbell, SugarCRM vice president of worldwide sales and customer advocacy. “Our strategy to collaborate with partners to meet the changing needs of businesses as they streamline and grow has been a success for SugarCRM and for our partners and customers.”
One of SugarCRM’s new channel partners is Starfire Technologies, Inc., a privately held services and software company based in Lawrence, KS. “Our goal is to deliver services, tools, and products that improve IT operations and business processes, and we are confident that partnering with SugarCRM will help us grow our business,” said Richard R. Spurlock, Senior Enterprise Architect at Starfire Technologies. “One thing that we found very appealing about SugarCRM is the company’s ability to enable social businesses. As a result, we’ve decided to replace Salesforce.com for Sugar as part of our ongoing strategy, and we even plan to implement Sugar into our own organization as well.”
SugarCRM continues to see a strong flow of new customers. Over the last 12 months, the company has acquired over 2,800 new customers. In addition, the number of active customers is up over 30% year over year, with subscriptions up almost 40%, to over 100,000. New customer wins include Alliance Exposition, Leaders Choice Insurance, Modern Information Solutions, LLC, Power Plate France, Express Estate Agency, Mitsuba Systems (I) P. Ltd., tgestiona (a division of Telefonica Argentina), and Aveling Homes.
Power Plate France is a company that brings Acceleration Training™ products to over 100 countries to help users build muscle tone and prevent bone density loss, and they selected SugarCRM to create efficiencies in their business. “As a company who sells products in countries around the world, it was important to us to find a better way to manage our customer contacts, and SugarCRM was the answer,” said Yohan Lefebvre, Directeur Informatique for Power Plate. “With our rollout of Sugar, our sales team will have customer data at their fingertips in real-time, and they will have the ability to do more effective follow-up on leads.”
“SugarCRM is about customer choice,” said Nick Halsey, SugarCRM chief marketing officer and executive vice president of corporate development. “Our continuing customer momentum is the result of our single-minded focus on providing the ultimate flexible and open CRM solution to businesses of all shapes and sizes from the SMB to the enterprise.”
Sugar continues to achieve industry recognition for CRM leadership. Recent accolades claimed include:
SugarCRM makes CRM Simple. As the world’s fastest growing customer relationship management (CRM) company, SugarCRM applications have been downloaded more than ten million times and currently serve over 850,000 end users in 192 countries. Over 7,000 customers have chosen SugarCRM’s On-Site and Cloud Computing services over proprietary alternatives. SugarCRM has been recognized for its customer success and product innovation by CRM Magazine, InfoWorld, Customer Interaction Solutions and Intelligent Enterprise.
For more information, call (408) 454-6900 or 1 87 SUGARCRM toll-free in the US, email contact@sugarcrm.com, or visit http://www.sugarcrm.com.
Media Contact
Elena Annuzzi
SugarCRM
(408) 792-6952
eannuzzi@sugarcrm.com
Innovative Technology and Channel-Ready Solutions Land RelayWare on Annual List
Redwood Shores, CA, August 22nd, 2011 – RelayWare, a global provider of Partner Relationship Management (PRM) software today announced it has been selected by Everything Channel as a 2011 CRN Emerging Technology Vendor. The annual list features the most innovative vendors who not only deliver technology that is easy to use, but can generate the high margins solution providers require.
RelayWare’s secure, scalable PRM system meets the needs of enterprises of all sizes, from global corporations to smaller, regional organizations. 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, gaining competitive advantage, driving incremental sales and increasing profitability. RelayWare is a modular in design, available in a range of Editions or as standalone applications or modules. For the complete set of RelayWare modules, please visit RelayWare’s website.
Not surprisingly given the nature of their software and their domain expertise, RelayWare partners with a global network of referral, solution and integration partners and actively seeks new partners in all geographies. Details of the company’s partner program are available on their website.
“Enabling customers with the tools and strategies to solve real business problems has always been a priority to solution providers. The market has grown increasingly competitive over the years; so too has the demand for innovative, channel-friendly technologies.” said Kelley Damore, VP, Editorial Director, Everything Channel. “From the cloud to semantic technology, this year’s list of Emerging Technology Vendors highlights the emphasis on innovation and ease of use that has been the hallmark of any successful channel offering.”
The vendors that make up the CRN Emerging Technology Vendor list were founded in 2005 or later, have revenue under $1 billion and have an active U.S. channel strategy. Final selection to the Emerging Technology Vendor list was made by the CRN editorial team after a review of submitted information. To view a sample of the list and read the editorial accompaniment visit www.CRN.com.
“We’re delighted to be recognized in this year’s CRN Emerging Technology Vendor list. We’ve devoted several years to building what we and leading analysts consider to be the very best solution for enabling vendors to better manage relationships with their partner ecosystems and through our technology to placing the tools, information and resources in the hands of those who sell and market on their behalf.” said Mike Morgan, CEO of RelayWare. “Partnering is in our DNA and we look forward to nurturing relationships with our own partners worldwide while adopting our own best practices.”
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 www.relayware.com.
About Everything Channel
Everything Channel is the premier provider of IT channel-focused events, media, research, consulting, and sales and marketing services. With over 30 years of experience and engagement, Everything Channel has the unmatched channel expertise to execute integrated solutions for technology executives managing partner recruitment, enablement and go-to-market strategy in order to accelerate technology sales. Everything Channel is a UBM company. To learn more about Everything Channel, visit us at http://www.everythingchannel.com. Follow us on Twitter at http://twitter.com/everythingchnl.
About UBM plc
UBM plc is a leading global business media company. We inform markets and bring the world’s buyers and sellers together at events, online, in print and provide them with the information they need to do business successfully. We focus on serving professional commercial communities, from doctors to game developers, from journalists to jewellery traders, from farmers to pharmacists around the world. Our 6,000 staff in more than 30 countries are organised into specialist teams that serve these communities, helping them to do business and their markets to work effectively and efficiently.
For more information, go to www.ubm.com
In a recent article in CRM Buyer, writer and CRM blogger Chris Bucholtz posts that if companies believe their relationships with end-user customers are important enough to warrant a CRM solution, it should also hold true that their channel partners are important enough to warrant a Partner Relationship Management (PRM) solution—especially since those relationships are both more complex and potentially more lucrative.
All too often, however, channel management is handled in a manual, semi-offline way or by trying to shoehorn partners into a CRM solution—approaches that, according to Bucholtz, are doomed to failure.
We agree. As experts in PRM solutions, we recognize that few companies have approached PRM as part of an overall strategy for their business. In most cases the decision to implement PRM comes in response to a specific problem.
Just as with CRM, the implementation of a PRM solution should be made in stages, starting with critical problems. Tackling the pressing problem first gets instant value from the solution and helps sell your staff on the solution, making it easier to implement other components later.
It also gives you an opportunity to bring your partners along as you implement PRM and ease them into the new system rather than dropping an entire new management system on them all at once.
Integration with CRM, marketing and ERP is critical to fully harness PRM’s power, and it’s critical to consider PRM when formulating your overall strategy. PRM is not just something that the sales department manages. Don’t exclude it when strategizing and planning your critical software systems.
Read this:
http://www.ecommercetimes.com/story/70511.html?wlc=1280418129&wlc=1305667199
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.
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Contacts:
Ellen Pensky?925.699.7921? ellen@bumbleemarketing.net