ChannelWave Introduces Release 2.0 of Partner Relationship Management Software; Solution to Help Companies Maximize Return on Channel Sales and Marketing Efforts.

CAMBRIDGE, Mass.--(BUSINESS WIRE)--Jan. 25, 1999--ChannelWave, a pioneer in the Partner Relationship Management field, today introduced its latest product, ChannelWave 2.0, a leading reseller extranet solution. Using the power of the Internet, ChannelWave 2.0 makes it easier for companies to do business with their resellers. It creates shared workflow tent necessary channel management operations inclAutomation and Enterprise Resource Planning systems to secure extranet and e-commerce systems designed for ussoft Transaction Server and COM object model."

Until now, organizations have lacked a practical, cost-es struggled to assign leads quickly and found iers. Creating forecasts manually with spreadsheets was tedious and the information contained lacked detail from the resellers and sales representatives. Resellers received more paper mail than they had time to sort through, so new price lists often got lost in the shuffle. A password protected, specially designed reseller website with centralized lead, forecast, marketing, and pricing information automatically addresses these problems.

"Indirect sales channels have ere partners often handle over 50% of sales." ser information are centrally stored on the organization's server. The entire sales force, including channellar contact management, SFA, and ERP software. d Tracking, Reseller Profiling, Sales Forecasting, and Pricing and Quoting, that solve specific sales and channel management problems.

Lead Distribution and Tracking--This module provides dynamic lead distribution from origination to close. Once new leads are entered into the database, ChannelWave 2.0 either forwards them to the appropriate field representative, or automatically assigns them to a suitable reseller. The system notifies resellers by email about new leads. Using a browser, the reseller accesses details on assigned leads. Resellers can download lead information and then use the ChannelWave system to report the lead status. Sales managers can easily view reports and forecasts of opportunities in their district. The system automatically alerts both reseller and manager if a lead is not followed up. With the system encouraging lead follow-up, no lead falls though the cracks.

Reseller Profiling--The Reseller Profiling module enables distributed management of users, customized content, and push delivery. With centralized, secure login and password functionality, users can easily ectly entered or automatically transferred from the lead distribution system. Resellers and representatives add pipeline status, probability and next actions. Sales managers decide which opportunities will be included in the forecast.

es the quote dynamically. This enables reps to send resellers targeted prices sheets. ChannelWave integrates with ERP and accounting software, allowing partners and customers to quickly convert the quotes into orders.

"We qualify up within our partner sales effort. Sales neede these needs, they provided us a prototype solution in less than two weeks."

ChannelWave 2.0 will begin shipping in March 1999. Typical total system prices range frorporations overcome their channel communicationroduct configuration, sales forecasting, order processing and product feedback. ChannelWave customers include 3Com and Bay/Nortel Networks. For more information, visit the ChannelWave Web site at http://www.channelwave.com or call [phone].