SOURCE: Aberdeen Group

Aberdeen Group

April 12, 2011 10:00 ET

The Extended Sales Enterprise

Channeling Better Results Through Partner Relationship Management

BOSTON, MA--(Marketwire - Apr 12, 2011) - The channel sales model continues to garner a great deal of attention -- and budget -- as a vital function within the overall corporate sales ecosphere. The spending trends from the previous to current years, and anticipated budget movement in the near future, favor a growth in the function's budget among all businesses, according to a new research study on channel selling published by Aberdeen Group, a Harte-Hanks Company (NYSE: HHS).

The Extended Sales Enterprise: Channeling Better Results report, which examined 295 organizations' sales effectiveness, found that sales teams in top-performing companies currently achieve 107% of overall corporate sales quota, compared to 61% for sales teams in other companies.

"In the pursuit of ever more sales and profits, producers are reaching out to prospective and current customers through the indirect sales processes they hope will grow their business as effectively as possible," says Peter Ostrow, Research Director, Sales Effectiveness, Aberdeen Group, the report's author. "With extensive use of marketing, technology and human support for their partners, the leading companies are successfully linking their financial goals to tangible results, showcased by their stronger performance than other firms around advanced quota attainment, efficient lead conversion rates and growing average selling prices. Rather than let the complexity of channel sales management create barriers, they tackle them head-on with processes, effective practices, technology products and services that yield top-drawer business results."

The report reveals what leading companies have been able to achieve through deployment of channel sales initiatives, such as:

5.4% average year-over-year increase in channel sales lead conversion rate; compared to 1.0% increase for other companies

4.6% average year-over-year increase in overall deal size; compared to a 0.5% increase for other companies

To obtain a complimentary copy of the report, made available due in part by the following underwriters: BayGroup International, Callidus Software, RelayWare, Steel Brick, and Zyme, visit: http://www.aberdeen.com/link/sponsor.asp?spid=30410182&cid=6865&camp=2.

Find out where your company's channel selling capabilities rank among the top performing companies. Take our Channel Sales Assessment Tool: http://assessment.aberdeen.com/bmjPtMpslz/index.aspx.

Visit Research.Aberdeen.com for additional access to complimentary Customer Management Research.

About Aberdeen Group, a Harte-Hanks Company

Aberdeen provides fact-based research and market intelligence that delivers demonstrable results. Having queried more than 30,000 companies in the past two years, Aberdeen is positioned to educate users to action: driving market awareness, creating demand, enabling sales, and delivering meaningful return-on-investment analysis. As the trusted advisor to the global technology markets, corporations turn to Aberdeen for insights that drive decisions.

As a Harte-Hanks Company, Aberdeen plays a key role of putting content in context for the global direct and targeted marketing company. Aberdeen's analytical and independent view of the "customer optimization" process of Harte-Hanks (Information - Opportunity - Insight - Engagement - Interaction) extends the client value and accentuates the strategic role Harte-Hanks brings to the market. For additional information, visit Aberdeen.com or call (617) 854-5200, or to learn more about Harte-Hanks, call (800) 456-9748.

(C) 2011 Aberdeen Group, Inc., a Harte-Hanks Company
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