SOURCE: RelayWare


April 20, 2011 11:32 ET

Partner Relationship Management Strategy and Systems Key to Maximizing Sales Revenue

RelayWare, PRM Software Industry Leader, Points to Recent Aberdeen Benchmark Report and Customer Successes Like Lenovo as Validation

REDWOOD SHORES, CA--(Marketwire - Apr 20, 2011) - RelayWare, a global provider of Partner Relationship Management (PRM) software, cites importance of effectively managing partners to increase sales revenue and effectiveness.

"The Aberdeen benchmark report validates what we observe amongst our customer base all the time -- that effectively managing the sales channel throughout the partner lifecycle is vital to growth and success," said Mike Morgan, CEO of RelayWare.

Aberdeen's report, The Extended Sales Enterprise: Channeling Better Results, examined 295 organizations' sales effectiveness and showed that firms with best-in-class indirect sales performance shared several key characteristics:

  • 81% provide centralized, online partner access to products, prices, promotions, etc.
  • 79% support their channel with sales forecasting/analytics tools.
  • 81% deploy dedicated resources responsible for managing all channel sales.

Compellingly, such companies were significantly more likely than others to deploy a Partner Relationship Management (PRM) portal.

"Clients like Lenovo, the fourth largest PC company in the world, have found that the right PRM software can propel their channel programs to new levels of performance and success," explains Morgan.

Lenovo has implemented a comprehensive partner management strategy to better manage its relationship with trusted partners, while reducing ongoing costs, and announced their selection and implementation of RelayWare's SaaS-based PRM solution in February, 2011.

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Read This: RelayWare PRM to Manage Lenovo's Global Channel Partner Program

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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