Cable & Wireless Deployment of ChannelWave Wins Aberdeen Group Award as One of 2002's Top 10 CRM Implementations.Business Editors/High-Tech Writers CAMBRIDGE, Mass.--(BUSINESS WIRE)--April 7, 2003 PRM PRM Partner Relationship Management PRM Parameter PRM Bureau of Population, Refugees and Migration (US State Department) PRM Partidul Romania Mare (Romania Mare Party) PRM Professional Risk Manager Leader Recognized for Rapid Deployment, Fast ROI (Return On Investment) The monetary benefits derived from having spent money on developing or revising a system. In the IT world, there are more ways to compute ROI than Carter has liver pills (and for those of you who never heard of that expression, it means a lot). and Lowest Total Cost of Ownership to Help Global Telecommunications Firm Grow Channel Operations ChannelWave Software, Inc., the leader in Partner Relationship Management (PRM) solutions, today announced that Aberdeen Group Aberdeen Group is a provider of business-related research services. It has its headquarters in Boston, Massachusetts and belongs to the Harte-Hanks group. Founded in 1988, Aberdeen's research is used by over 2. has named the ChannelWave deployment at Cable & Wireless to its list of Top 10 CRM (Customer Relationship Management) An integrated information system that is used to plan, schedule and control the presales and postsales activities in an organization. implementations for 2002. The awards are announced in a new Aberdeen report, What Works: Ten Significant CRM Implementations of 2002. The report includes case studies based on independent field research of customer deployments, highlighting implementation strategy, return on investment and demonstrated customer success. The Cable & Wireless-ChannelWave deployment was the only PRM project selected for the award. "Companies are selected based on a long list of criteria including proven quantifiable Quantifiable Can be expressed as a number. The results of quantifiable psychological tests can be translated into numerical values, or scores. Mentioned in: Psychological Tests business benefits, fast implementation time, and measurable impact on the way that the software vendor and customer organization interact together to reach a common goal - and achieve results," said Karen Smith Karen Smith (born January 30, 1979 in Toowoomba, Queensland) is a former field hockey midfield player from Australia, who earned a total number of 257 international caps for the Women's National Team, in which she scored 45 goals. , Research Director at the Aberdeen Group. "Cable & Wireless identified what it wanted to accomplish and then sought a best-of-breed solution with deep PRM functionality and a company with relevant implementation experience to support those goals and objectives." Before deploying ChannelWave, Cable & Wireless, an $8.6 billion global telecommunications business with customers in 80 countries, had used a mixture of homegrown home·grown adj. 1. Raised or grown at home. 2. Originating in or characteristic of a locality: "Rock is homegrown music in the United States, evolved from blues and country and Tin Pan Alley" applications, offline tools, and multiple back-office billing and CRM applications to manage channel business activities. According to according to prep. 1. As stated or indicated by; on the authority of: according to historians. 2. In keeping with: according to instructions. 3. the report, these applications were deemed insufficient for the company to grow its business globally as it transitioned to a more indirect sales model. Cable & Wireless was seeking a single, flexible platform that could leverage real-time business information, coordinate data, workflow processes and partner-specific functionality across the worldwide enterprise and respond quickly to partner and end-customer needs. The goals were to enable the company to reach new markets without investing in expensive direct sales resources, and to manage new growth, increase market share, capture and preserve profitable partner relationships and minimize channel conflict. Cable & Wireless had labored with installations of client-server applications internally, so the company sought a Web-based PRM solution that provided a flexible and open J2EE-based architecture. Because it wanted to move quickly in developing a global platform to manage channel relationships successfully, the company selected ChannelWave. Cable & Wireless believed ChannelWave's approach was consistent with its own customer-centric vision and that ChannelWave's implementation success would be important in delivering the end solution. ChannelWave also demonstrated a commitment to rapid deployment and offered the fastest return on investment and lowest total cost of ownership among competing solutions. ChannelWave deployed a production level global PRM solution in four weeks, which Cable & Wireless rolled out to partners in the United States United States, officially United States of America, republic (2005 est. pop. 295,734,000), 3,539,227 sq mi (9,166,598 sq km), North America. The United States is the world's third largest country in population and the fourth largest country in area. and the UK over the next two months, including applications for partner profiling, lead management, partner recruiting, communications, marketing campaigns, training and certification and partner locator. By providing 95 percent of required functionality out of the box, ChannelWave was able to minimize implementation costs and provide Cable & Wireless with a solution that was flexible and could start providing business value quickly, according to Aberdeen. Aberdeen found that Cable & Wireless has achieved a significant return on its ChannelWave investment, including increasing its partner sales pipeline by approximately 50 percent and reducing the lead close time from weeks and months to days and hours. The complete ChannelWave suite is now being used to manage nearly 25,000 leads and to recruit, train, communicate and collaborate with 275 active partner organizations and 1,000 partner users. Many partners claim that the PRM system "differentiates" Cable & Wireless from other carriers, according to Aberdeen. "ChannelWave has identified an important need in the enterprise business application market and has boldly made its investment accordingly," the report said. "By looking beyond traditional CRM applications and concentrating on the needs of channel partners, ChannelWave continues to be a leader in the PRM market." The report is available at: www.aberdeen.com/ab_company/hottopics/whatworkscrm2003/default.htm. About Aberdeen Aberdeen Group is a leading market analysis and positioning services firm that helps Information Technology vendors establish leadership in emerging markets. Steeped in technology and armed with end-user field research, Aberdeen answers clients' critical business and technology questions in the context of the Internet economy The Internet Economy refers to conducting business through markets whose infrastructure is based on the Internet and World-Wide Web. An Internet economy differs from a traditional economy in a number of ways, including: communication, market segmentation, distribution costs, and price. and across the product life cycle. Founded in 1988, Aberdeen is headquartered in Boston, Massachusetts “Boston” redirects here. For other uses, see Boston (disambiguation). Boston is the capital and most populous city of Massachusetts.[3] The largest city in New England, Boston is considered the unofficial economic and cultural center of the entire New , and has research divisions in Palo Alto, California “Palo Alto” redirects here. For other uses, see Palo Alto (disambiguation). Palo Alto (IPA: /ˌpæloʊˈʔæltoʊ/, from Spanish: palo: "stick" and alto: "high", i.e. ; Fort Collins, Colorado The City of Fort Collins, a home rule municipality situated on the Cache la Poudre River along the Colorado Front Range, is the county seat and most populous city in Larimer County, Colorado. ; and Amsterdam, the Netherlands. Aberdeen is accessible via the Web at www.aberdeen.com. About ChannelWave ChannelWave Software, Inc. helps enterprises gain a competitive advantage by optimizing the performance of indirect sales channels and business partnerships. ChannelWave's open, Java-based platform and comprehensive application suite enables complex and collaborative partnerships by improving the effectiveness of pre-sales, sales and post-sales activities. ChannelWave's solutions are quickly deployed, easily integrated with other enterprise systems and deliver fast ROI through dramatic cost savings, increased channel sales revenues and enhanced customer satisfaction. Customers include AT&T, BEA BEA - Basic programming Environment for interactive-graphical Applications, from Siemens-Nixdorf. , Cable & Wireless, Hewlett-Packard, McDATA, Qwest, Sterling Commerce and Verizon. ChannelWave's solutions are available worldwide through the company's direct sales force and system integration, consulting and distribution partners, including Mitsui & Co. in Japan. ChannelWave is privately held, with lead investors Mobius Venture Capital, ABS (Automatic Backup System) See backup program. Capital Partners, Lazard Technology Partners and Ironside Ventures. The company is headquartered in Cambridge, MA and has offices in Toronto and San Jose San Jose, city, United States San Jose (sănəzā`, săn hōzā`), city (1990 pop. 782,248), seat of Santa Clara co., W central Calif.; founded 1777, inc. 1850. . More information is available at www.channelwave.com or by calling (800) 862-5596. ChannelWave is a registered trademark of ChannelWave Software, Inc. All other logos, company and product names may be trademarks or registered trademarks of their respective owners. |
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