ChannelWave Partners with DRUMS, Extends Dominance in Partner Relationship Management.

Business/Technology Editors

CAMBRIDGE, Mass.--(BUSINESS WIRE)--March 7, 2000

For the First Time, e-Commerce and Customer Intimacy are Key

Parts of a Complete Channel Management Solution

ChannelWave Software, Inc., the undisputed leader in Partner Relationship Management (PRM) solutions, today announced an exclusive partnership with DRUMS Inc., a builder of Web-based, intelligent selling systems. The agreement will add DRUMS' eConversations(tm) product to ChannelWave's existing PRM suite, forming the Web's first-ever e-Commerce solution linking vendors, resellers and most importantly customers, in a single integrated channel management system.

eConversations uses Neural-Fuzzy Reasoning technologies to emulate human listening skills which engage users in an intelligent, two-way personalized conversation with a virtual salesperson, allowing potential customers to interact with sellers in ways never before possible over the Web. The online salesperson listens, probes and offers feedback to guide potential customers through complex decision-making processes, informing them of the appropriate solution during critical moments of a sale.

ChannelWave then takes the process a step further and delivers that solution to the customer via the appropriate channel - closing the business directly online or by passing a lead to a salesperson or a partner. This closed-loop e-business solution enables unparalleled customer intimacy and lead management capabilities and also allows organizations to immediately optimize their channel mix, allowing the right products to be sold through the right channels at the right time.

"We have defined the new standard for channel management with this partnership," said Chris Heidelberger, president and CEO, ChannelWave Software, "Any channel management solution that does not fill the needs of both the customer and the reseller is far from complete. We are meeting the customer's demand for personalized, unique buying experiences and the vendor's desire to deploy the right channel mix. In addition, partners will receive well-qualified, relevant sales opportunities that are geared to their channel, thus making it easier for them to close deals."

"This is about using the Web to drive real, measurable sales," commented Drew Williams, president of DRUMS Inc. "eConversations have been successful at creating highly qualified leads, converting up to 10% of browsers into buyers. With ChannelWave, we have a complete, killer solution that makes money for our customers."

ChannelWave plans to immediately incorporate eConversations into its existing PRM suite, which currently offers facilities for partner profiling, lead management, sales forecasting, partner communications, co-operative marketing program management, partner training and certification and alliance management and planning.

"As the PRM marketplace matures, users require advanced e-Business solutions that embrace the customer and address the unique needs of multiple sales channels," said Karen Smith, analyst, Aberdeen Group. "This initiative by ChannelWave is compelling on both fronts and is indicative of the type of growth needed to sustain PRM as it matures and integrates with other sales channels."

About DRUMS

DRUMS Inc. builds web-based, intelligent selling systems that let the enterprise sell more, to more people, by using intelligence on the Internet to create more intimate relationships between the enterprise and the enterprise's customers. DRUMS customers include Honeywell, GM, Hewlett-Packard, IBM, Xerox and Toshiba. For more information about DRUMS, Inc. and its advanced solutions, contact Drew Williams at [phone], via e-mail at [e-mail]

About ChannelWave

ChannelWave Software helps organizations that sell complex products through multiple channels to compete more effectively. The company offers a complete set of software and services that allow its customers to automate interactions across multiple channels, driving greater channel value and enhancing partner loyalty.

ChannelWave's Partner Relationship Management solution automates key channel business processes that help organizations to "Recruit, Enable and Motivate" business partners. Key product solutions include partner profiling, lead management, sales forecasting, partner communications, co-operative marketing program management, partner training and certification and alliance management and planning.

ChannelWave customers include 3Com, Nortel Networks, Intel, and Hewlett-Packard. For more information, visit the ChannelWave Web site at http://www.channelwave.com or call [phone].