An Introduction to Automating your Indirect Channel Business with RelayWare Partner Relationship Management Partner Relationships. Managed.™

Agenda The Business Case for PRM RelayWare PRM Software Making PRM Work for Your Users: RelayWare Partner Relationship Management Suites & Functionalities Sales Suite Marketing Suite Program Management Suite Reporting Suite Administration Suite Partner Relationships. Managed.™

The Business Case for PRM

RelayWare PRM Software

Making PRM Work for Your Users:

RelayWare Partner Relationship Management Suites & Functionalities

Sales Suite

Marketing Suite

Program Management Suite

Reporting Suite

Administration Suite

The Business Case for PRM Sales Automation Solutions Partner Relationships. Managed.™ Partner Relationships. Managed.™ Who Invests in PRM and What Business Issues Does PRM Address?

Understanding Channel Challenges Indirect channels: Lower cost Extend reach Augment vendor capabilities However, selling, marketing and supporting to through and with an indirect channel is inherently more complex than going direct: Who to partner with How to recruit them to partner with you How to communicate with them How to train them to sell, market and support on your behalf How to motivate and incentive them to work with you vs the competition How to engage in effective joint marketing and selling How to provide the right level and type of support How to monitor and manage performance Makes selling through a direct sales organisation look easy! Partner Relationships. Managed.™

Indirect channels:

Lower cost

Extend reach

Augment vendor capabilities

However, selling, marketing and supporting to through and with an indirect channel is inherently more complex than going direct:

Who to partner with

How to recruit them to partner with you

How to communicate with them

How to train them to sell, market and support on your behalf

How to motivate and incentive them to work with you vs the competition

How to engage in effective joint marketing and selling

How to provide the right level and type of support

How to monitor and manage performance

Makes selling through a direct sales organisation look easy!

Partner Relationships. Managed.™ Channel Account Manager Steve spends most of his time on the road and at the premises of his channel partners. As well as managing his accounts, he has to fill in countless spreadsheets for his manager; sales pipeline, opportunity and deal tracking, sales forecast not to mention his weekly activity report detailing where he has been, who he met and why. And when he does find time to visit his partners, he spends much of his time chasing orders and dealing with technical queries. He hardly has any time to sell! The Real World

Partner Relationships. Managed.™ Sales Director Andrew is responsible for end-user and channel sales but seems to spend most of his time doing administration. He would prefer to spend more time with customers but instead he has to draw together endless spreadsheets and reports from his sales people, marketing, finance and supply chain to make sense of his business. When he’s not working in Excel, he’s on conference calls asking for answers he should have at his fingertips. If only he had all the information he needed to make decisions in one place and in the right format! The Real World

Partner Relationships. Managed.™ Marketing Director Sarah’s responsibility includes channel marketing. Channel communications are driven off a separate database and her CRM system is incapable of coping with managing the complex programs she runs with partners including incentives, training and MDF. She struggles with delivering holistic (customer and partner) campaigns and since 100% of the company’s business flows through the channel, she has no means to assess ROI on demand generation programs. The Real World

Partner Relationships. Managed.™ Channel Marketing Louise is responsible for running the partner program. She owns the partner database and has to manage channel comms, the loyalty program, MDF allocation, co-op marketing, the training and certification program, accreditation, and the content for the partner pages on the website. It’s no wonder that she outsources much of the program management to external agencies. It costs a lot but she lacks the resources and processes. “We just send them the spreadsheets and they work it out!” The Real World

Partner Relationships. Managed.™ Sales Ops Michael’s team is responsible for all of the back-office tasks associated with his company’s channel business. From sales order processing, RMA’s, supply queries, MDF accruals and redemptions to analysing certification and accreditation data to ensure discounts, pricing and rebates are aligned. The problem is that to do so relies upon multiple systems, data sources, spreadsheets and emails. His team can’t cope and he needs more staff to deal with the increasing numbers of reports demanded by the management! The Real World

The Partner Lifecycle. Managed Partner Relationships. Managed.™ Partner Relationships. Managed.™ The partner lifecycle defines the stages each channel partner will pass through in a long term relationship with the vendor. We help vendors to automate and simplify every phase of the partner lifecycle delivering efficiency enhancements, cost savings and revenue enablers.

RelayWare PRM Software Introducing RelayWare 8.0 Partner Relationship Management Software Partner Relationships. Managed.™ Partner Relationships. Managed.™

What is PRM? Partner Relationship Management software: Automates complex manual business processes associated with managing an indirect channel Improves efficiency of execution of partner programs Maximizes channel leverage, performance, revenues and profitability through improved: Partner selection and segmentation Recruitment Enablement and development Loyalty and motivation Sales and marketing collaboration Communication Partner Relationships. Managed.™

Partner Relationship Management software:

Automates complex manual business processes associated with managing an indirect channel

Improves efficiency of execution of partner programs

Maximizes channel leverage, performance, revenues and profitability through improved:

Partner selection and segmentation

Recruitment

Enablement and development

Loyalty and motivation

Sales and marketing collaboration

Communication

What is RelayWare? A comprehensive suite of partner relationship management (PRM) tools Used worldwide by sales and marketing professionals to conduct business through a network or 'indirect channel' of partners A web application comprising vendor and partner UI’s Available as “enterprise” or SaaS solution To suit every size of company and budget Partner Relationships. Managed.™

A comprehensive suite of partner relationship management (PRM) tools

Used worldwide by sales and marketing professionals to conduct business through a network or 'indirect channel' of partners

A web application comprising vendor and partner UI’s

Available as “enterprise” or SaaS solution

To suit every size of company and budget

Technical Architecture WWW Remote Server Running Web Services Browser Access RelayWare Servers: Windows NT/2000 Extensible Architecture Relayware DB SQL Server 2000 J2EE App Server: WebLogic, WebSphere, JRun Interface via XML/JDBC/Files/ Web Services CRM System ERP System Financial System RelayWare Web Server Fax Server Email Server XML Schema Core Code RelayWare Java Classes Web Services Open API Security LDAP Security Server XML Data feeds Customer Add-ons Existing Web Content ASP/ PHP/ .Net Customer DB’s Relayware OLAP Services Customer JSP Tags

RelayWare – Your Unified Partner Business Management System

Partner Portals Partner Relationships. Managed.™ Foundation Network can design and build your RelayWare portal or website using the integrated CMS

Why Businesses Implement RelayWare Built for purpose Breadth of functionality Power and performance Fully-integrated solution Rapid implementation times Cost effectiveness Modularity Ease of integration Partner Relationships. Managed.™

Built for purpose

Breadth of functionality

Power and performance

Fully-integrated solution

Rapid implementation times

Cost effectiveness

Modularity

Ease of integration

Making PRM Work for Your Users Partner Relationships. Managed.™ Partner Relationships. Managed.™ RelayWare Suites

The RelayWare Solution Suites Sales Marketing Programs Reports Administration Partner Relationships. Managed.™ Partner Relationships. Managed.™

Sales

Marketing

Programs

Reports

Administration

Sales Suite Key Functionalities Partner Relationships. Managed.™ Partner Relationships. Managed.™ Partner Relationships. Managed.™ Sales Key Functionalities

Partner Relationships. Managed.™ Sales Suite Solutions RelayWare provides a comprehensive solution for your sales force: Lead & Deal Management Opportunity Management Account & Contact Management Activity Management Partner Management Partner Portal Sales Forecasting Reporting and Dashboards Data Quality Management Product Catalog Document Management Contract Management Basic email Marketing Email Templates Asset Management Integration with Enterprise Data Sources and Applications

RelayWare provides a comprehensive solution for your sales force:

Lead & Deal Management

Opportunity Management

Account & Contact Management

Activity Management

Partner Management

Partner Portal

Sales Forecasting

Reporting and Dashboards

Data Quality Management

Product Catalog

Document Management

Contract Management

Basic email Marketing

Email Templates

Asset Management

Integration with Enterprise Data Sources

and Applications

Marketing Suite Key Functionalities Partner Relationships. Managed.™ Partner Relationships. Managed.™ Partner Relationships. Managed.™ Marketing Key Functionalities

Partner Relationships. Managed.™ Marketing Suite Solutions RelayWare provides a comprehensive solution for your marketing organisation: Campaign Management Email Marketing Auto-Response Email Event Management Telesales and Telemarketing Website, Extranet and Portal Partner Locator Lead Management List Management Marketing Analytics & Dashboards Collateral Management Communication Management Asset Management Data Quality Management Integration with Enterprise Apps

RelayWare provides a comprehensive solution for your marketing organisation:

Campaign Management

Email Marketing

Auto-Response Email

Event Management

Telesales and Telemarketing

Website, Extranet and Portal

Partner Locator

Lead Management

List Management

Marketing Analytics & Dashboards

Collateral Management

Communication Management

Asset Management

Data Quality Management

Integration with Enterprise Apps

Program Management Suite Key Functionalities Partner Relationships. Managed.™ Partner Relationships. Managed.™ Partner Relationships. Managed.™ Program Management Key Functionalities

Partner Relationships. Managed.™ Program Management Suite Solutions RelayWare provides a comprehensive solution for channel programs: Partner Portal with Integrated CMS Selection and Segmentation Partner Recruitment & Registration Partner Scorecarding Performance Management and Optimization Partner Account Management Business Planning Campaign Management Lead and Deal Registration Management Channel Communications Event Management Loyalty and Incentive Management MDF Funds & Budgeting Management Collateral and Brand Management Training Management & Delivery & Testing Certification and Accreditation Co-Op Marketing Collateral Creation

RelayWare provides a comprehensive solution for channel programs:

Partner Portal with Integrated CMS

Selection and Segmentation

Partner Recruitment & Registration

Partner Scorecarding

Performance Management and Optimization

Partner Account Management

Business Planning

Campaign Management

Lead and Deal Registration Management

Channel Communications

Event Management

Loyalty and Incentive Management

MDF Funds & Budgeting Management

Collateral and Brand Management

Training Management & Delivery & Testing

Certification and Accreditation

Co-Op Marketing Collateral Creation

Reporting Suite Key Functionalities Partner Relationships. Managed.™ Partner Relationships. Managed.™ Partner Relationships. Managed.™ Reporting Key Functionalities

Partner Relationships. Managed.™ Reporting Suite Solutions RelayWare provides a comprehensive solution for reporting and analytics: Customised Report Creation Analytics Customised Dashboard Creation Data Quality Management Export Data and Reports to 3 rd Party Business Intelligence Systems Integration with Enterprise Data Sources and Applications

RelayWare provides a comprehensive solution for reporting and analytics:

Customised Report Creation

Analytics

Customised Dashboard Creation

Data Quality Management

Export Data and Reports to 3 rd Party

Business Intelligence Systems

Integration with Enterprise Data

Sources and Applications

Administration Suite Key Functionalities Partner Relationships. Managed.™ Partner Relationships. Managed.™ Partner Relationships. Managed.™ Administrative Functionality

Partner Relationships. Managed.™ Administration Suite Solutions RelayWare provides a comprehensive administration and operations solution: Front Office: eCommerce Order Management Billing Fund Accrual and Allocation Product Catalog Pricing Accreditation Reporting & Analytics System / Back Office: Data Management Profile Management Users & Security Internationalization

RelayWare provides a comprehensive administration and operations solution:

Front Office:

eCommerce

Order Management

Billing

Fund Accrual and Allocation

Product Catalog

Pricing

Accreditation

Reporting & Analytics

System / Back Office:

Data Management

Profile Management

Users & Security

Internationalization

Business Model and Pricing Commercial Perspective Partner Relationships. Managed.™ Partner Relationships. Managed.™

Business Model Software as a Service Monthly User Fees Hosting Enterprise or OOB Configuration Services Branded Portal Customer Specific Functionality System Integration Data Management Partner Relationships. Managed.™

Software as a Service

Monthly User Fees

Hosting

Enterprise or OOB

Configuration Services

Branded Portal

Customer Specific Functionality

System Integration

Data Management

Pricing RelayWare Typical First Year Annual Costs: Out of the Box: from £30k <20 users SME: from £60K <50 users Enterprise: from £180K >120 users Configuration Costs from £20k Variables: Extent of customization Complexity of Portal Extent and complexity of integration Partner Relationships. Managed.™

Typical First Year Annual Costs:

Out of the Box: from £30k <20 users

SME: from £60K <50 users

Enterprise: from £180K >120 users

Configuration Costs from £20k

Variables:

Extent of customization

Complexity of Portal

Extent and complexity of integration

Summary Partner Relationships. Managed.™ Partner Relationships. Managed.™ Closing Comments Before Your Questions

Summary RelayWare: Built for purpose Breadth of functionality Power and performance Fully-integrated solution Rapid implementation times Cost effectiveness Modularity Ease of integration Partner Relationships. Managed.™

RelayWare:

Built for purpose

Breadth of functionality

Power and performance

Fully-integrated solution

Rapid implementation times

Cost effectiveness

Modularity

Ease of integration

Thank You Partner Relationships. Managed.™ Partner Relationships. Managed.™ Call now on +44 (0)870 601 1090 or visit www.relayware.com to book a demonstration