In 2004, a large networking vendor needed a complete overhaul of their channel. Trust had eroded between partner and vendor and pipeline visibility was almost non-existent. Without a clear understanding of the opportunities in their pipeline, the majority of this vendor’s overall revenue was totally unpredictable.

BLUEROADS offers vendor partners a level of privacy on contact information for a registered deal. Vendors can see the company, the product and pricing information—enough to approve the deal—but they receive no detailed information on the customer. This eliminates a common partner fear of the vendor cutting in and closing the deal themselves. Thanks to this true partner benefit, the large networking vendor saw their indirect channel pipeline jump by 500% shortly after launching BLUEROADS 6.

With this new visibility into pipeline opportunities, this same vendor found that many different partners had been submitting an identical deal and competing against each other. Not only was the vendor losing profits due to unnecessary partner competition, they overestimated their pipeline potential because they didn’t account for multiple deals submitted for the same opportunity. BLUEROADS 6 solved that problem instantly.

Another benefit for both the vendor and the partner was that the vendor could identify the proper time to offer a partner various sales tools or help in closing the deal—like flying an engineer out for a pre-sales demo with a potential client.

In 2006, the BLUEROADS Partner Opportunity Management solution managed more than $11 billion in client revenue—almost $21,000 every single minute of every single day. But beyond mere numbers and dollars, BLUEROADS creates more than simply a better pipeline. It launches bi-directional value between both vendor and partner, and enables a true partnership that increase revenue and profitability.