| [February 28, 2006] |
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BlueRoads Users Register $2.2 Billion in Deals in 18 Months; Channel Management Software Innovator Helps Customers Achieve Unparalleled Channel Pipeline Visibility
SAN MATEO, Calif. --(Business Wire)-- Feb. 28, 2006 -- BlueRoads Corporation today announced a major milestone highlighting the escalating demand for the company's on-demand channel management software. In just the past 18 months, more than $2.2 billion in software and hardware channel sales deals have been registered in the BlueRoads Deal Registration Manager. This unprecedented scope of activity is a clear demonstration of the increasing market acceptance of the need for channel management solutions, while also solidifying BlueRoads' position as the premier provider and innovator in the industry.
BlueRoads Deal Registration Manager is a key component of the BlueRoads Channel Management suite, which helps channel marketing and sales executives engage with partners and motivate them to share their pipelines to provide better revenue visibility and predictability. This is a stark contrast to the traditional state of indirect sales, where channel activity constituted a large, and potentially dangerous, revenue "black hole."
"Channel revenue visibility is more crucial than ever because the indirect model has now outpaced direct sales in overall revenue contribution for high technology vendors," said Paul Nagy, Vice President of Products at BlueRoads. "This is why deal registration has become such a crucial aspect of channel management. It enables privacy protection in the registration of unapproved deals, centralizes deal submissions, allows for real-time status and feedback, and promotes trust between a vendor and its partners by keeping deal details confidential until the registration is approved."
Because of the integration of BlueRoads Deal Registration Manager with the rest of the channel management suite, it also incorporates timely and appropriate guided selling capabilities. Partner sales representatives are alerted to relevant information within the context of the sales process, such as product details, sales tips and up-sell techniques that increase close rates. At each step of the sales cycle, the partner provides feedback via a point-and-click interface, keeping the vendor current on the status of the deal and identifying opportune moments to step in to directly support the channel sale. System-guided point-of-sale reports enable vendors to conduct precise closed-loop ROI analysis upon completion of the deal.
Market Trends Support Deal Registration
BlueRoads has conducted market benchmarking analysis that shows market trends are supporting the increased need and demand for comprehensive channel management. For example, early results of this analysis indicate that channel sales reps in the United States and Germany tend to over estimate the expected revenue, with deals typically closing 20 percent under forecasts, while counterparts in India and Australia under estimate by the same amount, closing deals roughly 20 higher than originally forecasted. Analysis also shows that pricing incentives offered to partners to close deals vary widely -- from 10 to 25 percent for software products and 3 to 15 percent for hardware products. The visibility and control afforded by channel management, and deal registration specifically, is a key lever in helping vendors optimize their incentive programs to hit the precise level of incentive needed for the maximum revenue and market share growth return.
Do It Now -- Without Breaking the Bank
According to Channel Pricing Associates, a strategy consulting firm focused on state-of-the-art channel pricing solutions, companies need to embrace strong deal registration programs if they want to maximize their channel returns. The good news is that there are innovative ways to fund these programs without offsetting the value they deliver.
"We believe it's important to look at the manufacturer's overall discount structure, including pricing, rebates, and MDF," observed Sam Shapiro, President of Channel Pricing Associates. "A deal registration program is the primary reason for the compensation flows through the channel, and it is an invaluable asset to any organization."
In a recent BlueRoads Channel Enablement webcast, "Myths, Pitfalls and Realties of Deal Registration," presenters from BlueRoads customers Avaya and Proofpoint highlighted how companies can build the credibility and trust of their distributed channel and implement a successful deal registration program. The webcast can be viewed on-demand by clicking here or by visiting the BlueRoads web site.
About BlueRoads Corporation
BlueRoads Corporation provides channel management software as a service, which enables companies to market and sell more effectively through indirect channels. BlueRoads was recognized by Gartner Group as a "cool vendor" for its delivery of innovative, impactful and intriguing solutions for the industry. BlueRoads' impressive customer list includes Avaya, Hitachi Data Systems, Nortel and many more. The company is headquartered in San Mateo, California, and funded by ArrowPath Venture Capital, Cardinal Venture Capital, and El Dorado Ventures. For more information about how BlueRoads is helping companies create active channels with higher returns, visit our web site at http://www.blueroads.com or call 650.349.8500.
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