Aberdeen Group Release 2011 Partner Relationship Management and Channel Enablement Survey

Would you like to learn how Best-in-Class companies manage their channel sales successfully? For organizations that rely primarily or entirely on an indirect sales force via the channel, resellers, ISVs, distributors, alliances or partners, the de-centralized nature of sales management presents increased challenges in overall productivity.

By participating in this brief survey, channel professionals will be able to see how their experiences in partner relationship management and channel enablement compare with those of their peers, benchmark their performance, and see how they can achieve Best-in-Class results.

The Aberdeen Group are conducting a survey that will help companies to determine the Best-in-Class procedures for deploying indirect selling partners to most effectively help them hit quota more consistently. The resulting report will provide companies with a roadmap for leveraging best practices around enabling solutions and technologies, including portals, marketing, content management and training, as well as contract management, configure/price/quote and incentive/compensation management solutions. This study offers a unique opportunity to benchmark year-to-year accomplishments against peers and competitors in maximizing overall sales effectiveness. Channel professional participation is a vital part of the report development, and serves as the foundation of Aberdeen’s research. If your company is planning on implementing a channel or partner-based selling solution, or is simply evaluating the potential benefits, Aberdeen Group would appreciate your feedback in this brief, 10-minute survey.

In appreciation for sharing your time and thoughts with Aberdeen Group, they will provide complimentary access for you to the full benchmark report as soon as it is published (a $399 value).

Individual responses will be kept strictly confidential, and data will only be used in aggregate. Once again, click here to take the survey.

About The Aberdeen Group

For more than two decades, Aberdeen has been connecting enterprises and solution providers through the power of fact-based research, demonstrating the value of technology in achieving Best-in-Class results for the enterprise. As their research is relied on by more than 2.5 million readers in over 40 countries, 90% of the Fortune 1,000, and 93% of the Technology 500, Aberdeen is uniquely positioned to provide organizations access to an educated, influential, and qualified audience through demand generation, sales enablement, and thought leadership programs. For more information visit www.aberdeen.com.

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 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.

For More Information, Media Contacts:

RelayWare:

Kim Angell and Samantha Hallock

Schwartz Communications, Inc.

(415) 512-0770

relayware@schwartz-pr.com

¶ Posted January 3rd, 2011 † press § Newsroom, Press Releases ‡ No Comments |

Luma and RelayWare Partner to Offer Marketing on Demand for Partner Ecosystems

RelayWare PRM Customers Can Now Create Personalized Marketing Campaigns in One Click and Luma Marketing Platform Customers Can Engage In Through- and With-Partner Marketing

REDWOOD CITY, CA – November 18, 2010 – Luma Technologies, a  global provider of a multi-channel marketing platform for field sales and marketing , and RelayWare, a global provider of cloud-based partner relationship management (PRM) software, today announced a partnership enabling joint customers to generate custom marketing programs on demand. Under the terms of the agreement, RelayWare  PRM customers will have access to Luma’s multi-channel marketing platform including the ability to create and print timely, personalized and localized marketing materials, supporting brand consistency, improving customer engagement and driving sales. Similarly, Luma customers will have access to Relayware’s comprehensive suite of partner ecosystem management solutions.

“RelayWare is an ideal partner for Luma.  Its broad partner-centric customer base matches Luma’s platform for field and partner marketing,” said Erik Laurijssen, CMO and execute vice president of platform, alliances and channels for Luma Technologies.  “In addition, we are happy to bring Luma’s print capabilities and access to third-party lists to RelayWare’s already sticky solutions.”

The downturn in the economy has forced many companies to trim margins and cut costs, making indirect sales channels with their inherent cost efficiencies and market reach very attractive. Progressive companies are gaining a competitive advantage through channel advocacy and leadership. 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.

“Marketing is not one-size-fits-all, and typical mid-large sized organizations with hundreds and often times thousands of partners, struggle to support marketing efforts that are relevant to their entire ecosystem,” says Mike Morgan, CEO of RelayWare. “Personalized campaigns score better, and different messages resonate in different markets.  RelayWare’s integration with Luma enables our customers to collaborate with their partners to determine which message, via which channel, are used for their territory and offer a unique selling proposition.”

Complementary applications, such as Luma’s multi-channel marketing platform , seamlessly integrate with the Relayware’s entire solution set including RelayWare Connect, RelayWare PRM and RelayWare Partner Lifecycle Management (PLM). In addition, customers can share data with other enterprise applications including Salesforce CRM via RelayWare’s recently announced Salesforce.com Integration Connector. This open platform model allows RelayWare to easily incorporate best-of-breed sales and marketing solutions from industry leaders like Luma and provide customers with a more versatile and comprehensive PRM solution.

For more information about what the Luma-RelayWare partnership offers marketing resource and partner relationship management, please visit the website.

About Luma Technologies

Founded in 2006, Luma Technologies provides a user-friendly end-to-end SaaS marketing resource management platform that supports field sales and marketing.  It enables medium and large companies such as Toyota, Scion, Coca-Cola, Bacardi, P&V and others to create personalized marketing materials on-demand, which helps save money and drive sales. Using this solution, companies offer their sales and marketing organizations better support, enhance their marketing flexibility and improve the effectiveness of their campaigns, while still guaranteeing brand consistency. Today, Luma  International has offices in Antwerp (Belgium), Rotterdam (The Netherlands), Paris (France) and Redwood Shores (USA). For more information visit  www.lumacentral.com.

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 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.

For More Information, Media Contacts:

Luma Technologies:

Jen Reidy

+1 415-891-8300

Jen@reidycommunications.com

RelayWare:

Kim Angell and Samantha Hallock

Schwartz Communications, Inc.

(415) 512-0770

relayware@schwartz-pr.com

¶ Posted November 18th, 2010 † press § Newsroom, Press Releases ‡ No Comments |

RelayWare to Speak at Two Bay Area Technology Events Focussed on Partner and Customer Engagement

CEO Mike Morgan to present at Sales Edge Summit 2010, Emerging Technology Trends for Channel Sales and Partner Marketing

Redwood Shores, Calif.—October 4, 2010—RelayWare, a global provider of cloud-based partner relationship management (PRM) software, today announced its participation in two premiere Bay Area technology events on October 7. CEO Mike Morgan will participate in panel discussions at both Sales Edge Summit 2010, a virtual event featuring enterprise sales thought leaders from the Founders Council of CustomerThink’s new SalesEdgeOne community, and Emerging Technologies Trends for Channel Sales and Partner Marketing, a special event sponsored by ASAP–SV/NorCal, Silicon Valley American Marketing Association, and NorCal Business Marketing Association.

Sales Edge Summit 2010:

RelayWare Speaking Session: Best Practices for Selling With Partners

Time: 10:00-11:00 a.m. PT

Date: Thursday, October 7, 2010

Location: This is a virtual summit and an online event. Please register for free, here.

Topic: Mike Morgan will discuss best practices for managing indirect sales and ways to improve partner sales utilizing best-in-class technology designed for the vertical sales world.

The theme of CustomerThink’s virtual Summit is “Engaging Customer 2.0” and will feature business-to-business sales thought leaders from the Founders Council of CustomerThink’s SalesEdgeOne community.

Event sponsors include providers of innovative sales productivity solutions: RelayWare, Xeesm, Marketo, EchoSign and Ribbit for Salesforce.

For further details about Sales Edge Summit 2010, please visit www.salesedgeone.com/summit/sales_edge_2010.

Emerging Technologies Trends for Channel Sales and Partner Marketing:

RelayWare Speaking Session: A Case Study in Best Practices for Managing Your Partners Through a PRM System

Time: 7:00-9:00 p.m. PT

Date: October 7, 2010

Location: Network Meeting Center at TechMart, 5201 Great America Parkway, Santa Clara, Calif.

Topic: Mike Morgan will be featured on a panel alongside Tim Harmon, principal analyst at Forrester Research, Gary Morris, CEO at Marketing Advocate, and Tamer Osman, CEO at RGlobe. The panel will discuss best practices for channel sales and partner marketing, and highlight implemented solutions in the field that have increased channel sales, and enhanced partner programs.

The Emerging Technologies Trends for Channel Sales and Partner Marketing event will focus on the newest and most innovative technology trends targeted to channel, partner, and strategic alliance communities. Attendees will learn how companies are increasing their channel sales, effectively communicating and building community with partners, and delivering partner-enabled marketing solutions that make an impact on overall business success.

For tickets or more information on the Emerging Technologies Trends for Channel Sales and Partner Marketing, please visit http://asapoct072010-RelayWare.eventbrite.com.

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 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.

¶ Posted October 4th, 2010 † press § Press Releases ‡ No Comments |

Marrying CRM and PRM: RelayWare Releases Salesforce Integration Connector

Leading Partner Relationship Management Vendor Answers Customer Demand with Sophisticated and Flexible Salesforce.com Collaboration tool
 

Redwood Shores, Calif.—September 15, 2010—RelayWare, a global provider of cloud-based partner relationship management (PRM) software, today announced RelayWare Salesforce.com Integration Connector, a flexible, off-the-shelf interface that enables actionable communication between Salesforce’s customer relationship management (CRM) software and RelayWare’s market-leading PRM solution. Although fundamentally different, PRM and CRM are strategically complimentary and RelayWare customers can now leverage each system’s synergetic capabilities to achieve a cohesive sales platform. With the new connector, vendors benefit from enhanced sales productivity stemming from clean, consistent and high quality sales data across the enterprise. Tying in a dedicated PRM system, customers receive closed loop sales and marketing collaboration from the vendor through the partner to the end customer which directly affects, and grows, the bottom line.

Tweet this: RelayWare Marries #PRM and #CRM with Saleforce.com Integration; http://bit.ly/dCdOaA

Salesforce is the industry’s leading CRM solution and manages the relationship between the direct sales force and its customers; similarly, RelayWare PRM is utilized by the indirect sales force to manage all channel-related opportunities. RelayWare’s Salesforce.com Connector unites these different yet equally important systems to ensure consistent communication across an organization’s sales force. By removing the firewall between PRM and CRM systems, the Connector eradicates time consuming, error-riddled manual entry processes and ensures that all sales leads are automatically directed to the correct business unit providing both groups the ability to drive sales with consistent, actionable data.

 “Today’s announcement formalizes what we’ve already been executing with our customers,” said Mike Morgan, chief executive officer of RelayWare. “Because Salesforce.com has such a large footprint, our team has been working in the field to join these two imperative business tools for awhile now. The customers who participated in our beta test program saw incremental profits from partner-led leads and renewals dwarf the investment made in RelayWare within a month of deployment; delivering a substantial ROI.”

Sophisticated and flexible enough to connect to both standard and customized Salesforce applications, the Salesforce.com Connector operates in tandem with all RelayWare’s products. Designed to address the complexity of an indirect sales model based on a company’s business priorities, timescales and budget, RelayWare is available in three solutions: RelayWare Connect, an out-of-the-box solution that incorporates PRM best practices for partner programs at an early evolutionary stage; RelayWare PRM, a sophisticated enterprise solution designed to optimize every phase of a partner program; RelayWare Partner Lifecycle Management (PLM), a system with enhanced functionality to address the most complex and sophisticated global partner programs. For more product information, please visit RelayWare’s website.

Availability and Pricing

The Salesforce.com Integration Connector is available immediately for new and existing customers. For further information, please contact RelayWare at (650) 632-4520 or fill out the online contact form.

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 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.

Contacts:

Kim Angell and Samantha Hallock

Schwartz Communications, Inc.

(415) 512-0770

relayware@schwartz-pr.com

¶ Posted September 15th, 2010 † press § Press Releases ‡ No Comments |

RelayWare Included inCRN’s “12 New Products to Watch at Dreamforce 2010″

CRN Senior Editor, Rick Whiting, included RelayWare’s leading PRM Suite in his list of the 12 New Products to Watch at Dreamforce 2010.

See the slideshow here.

¶ Posted September 14th, 2010 † press § Coverages ‡ No Comments |

Is Enterprise Relationship Planning the New ERP?

Industry influencer, Josh Greenbaum, posted a blog on September 13, 2010, that discussed his recent conversation with RelayWare CEO, Mike Morgan. In the post, he writes, “I’m seeing that the most critical business problems to be tackled today in the enterprise center around enabling and improving the myriad relationships — inside the firewall, outside the firewall, and all points in between — that make key business processes come to life.”

Read the post here.

¶ Posted September 13th, 2010 † press § Coverages ‡ No Comments |

Enhanced Partner Relationship Management Platform Now Available from RelayWare

Building on Momentum from US Launch, RelayWare’s 2010 Fall Release Addresses Common Problems Plaguing Indirect Channel Managers

Redwood Shores, Calif.—September 9, 2010—RelayWare, a global provider of cloud-based partner relationship management (PRM) software, today announced the 2010 Fall Release of its industry-leading platform. Designed to improve a vendor’s ability to recruit, engage and manage its network of partners, RelayWare addresses the major roadblocks to channel optimization afflicting channel executives today. These include poorly targeted and ineffective partner communication and ROI-deficient lead management, deal registration and market development fund (MDF) programs. New enhancements to the platform include the latest security updates for privacy and access control, increased functionality for MDF approval automation and expanded communication capabilities for the popular RelayWare Sales Opportunity Module.

Organizations of all sizes face quarterly revenue loss from sales opportunities that go unnoticed, unmanaged or improperly pursued to closure. Only when a strategic solution for managing partner performance is put in place do they become aware of the wasted marketing investment and the substantial amount of money left on the table. With its comprehensive PRM solution, RelayWare incorporates industry best practices to provide companies with the tools, services and support to address the complexity of an indirect sales model and provide centralized communication, management and reporting applications to support partner sales, marketing and program management activity.

“The main challenges that RelayWare addresses for its customers are automating, simplifying and optimizing partner lifecycle management and providing a holistic platform upon which vendors can build a manageable, high-performance partner program,” said Mike Morgan, chief executive officer of RelayWare. “We understand better than anyone the intrinsic problems associated with developing and managing an indirect sales channel and establishing a functioning and effective partner program. But vendors no longer have to run their business on spreadsheets and multiple, disconnected systems. RelayWare goes far beyond CRM to automate the most complex business processes, such as automatic generation, distribution and management of software license renewals for partners, which can translate into improved customer retention and substantial revenue gain.”

RelayWare’s modular architecture provides customers with the option to acquire only the functionality they require based on business priorities, timescales and budgets and expand the systems capabilities as their needs change. RelayWare’s 2010 Fall Release is available as a complete PRM suite or as standalone applications or modules designed for managing individual programs. For the complete set of RelayWare modules, please visit RelayWare’s website.

Availability and Pricing

RelayWare’s 2010 Fall Release is available immediately for new and existing customers. For further information, please contact RelayWare at (650) 632-4520 or fill out the online contact form.

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 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.

Contacts:

Kim Angell and Samantha Hallock

Schwartz Communications, Inc.

(415) 512-0770

relayware@schwartz-pr.com

¶ Posted September 9th, 2010 † press § Press Releases ‡ No Comments |

RelayWare CEO Mike Morgan Features in 1to1media.com Article

On August 3, 2010, CEO Mike Morgan contributed an article to 1to1media.com on the ten building blocks that lead to the foundation of a strong and successful channel program, titled “How to Change Your CEO’s Perception of the Channel to Grow Your Bottom Line”.

Read full article, here.

¶ Posted August 13th, 2010 † press § Coverages ‡ No Comments |

PRM: It’s Not Just CRM for Partners

On July 29, 2010, Chris Bucholtz published an article on the complexity of the channel and distinguished between the need for PRM and CRM. RelayWare was included amongst the leading PRM vendors. In the article, he includes commentary from RelayWare executives- “Very few companies have approached PRM as part of an overall strategy for their business; in most cases, says RelayWare CEO Mike Morgan, the decision to implement PRM comes in response to a specific problem.

Read the full article here.

¶ Posted July 29th, 2010 † press § Coverages ‡ No Comments |

RelayWare Brings Partner Relationship Management to U.S. Market

On July 20, 2010, Paul Shread covered RelayWare’s US Launch and the company’s cloud-based Partner Relationship Management solutions. He writes, “as more than 90 percent of vendors go to market via an indirect sales channel model, the market is potentially very large.”

Read the full article here.

¶ Posted July 20th, 2010 † press § Coverages ‡ No Comments |