Avaya Corporation's Implementation of BLUEROADS Demonstrates Company's Success in Maximizing Indirect Sales
SAN MATEO, Calif. - January 19, 2006 - BLUEROADS Corporation, a channel management Software-as-a-Service (SaaS) company, today announced that it has been awarded the annual CRM WizKids award for innovation in front office software. The WizKids award is given to emerging software companies that demonstrate new and innovative solutions to business problems encountered in the rapidly changing front office.
"The indirect sales channel has not received the same level of attention in the CRM world as the direct channel or the disintermediated channels of eBusiness or online help. However, because growth in the channel continues to outpace growth in direct sales for many industries the need for visibility into the channel is critical to maximizing profitability," said Denis Pombriant, managing principal, Beagle Research Group, LLC. "BLUEROADS was awarded a 2006 WizKids award for thinking outside of the box to improve the indirect channel's many processes. BLUEROADS is providing the technology infrastructure and methodology underpinnings that are needed by both vendors and partners to provide both the security and the visibility required to bring channel performance to a higher level."
Accompanying the award was a report issued by Beagle Research "2006 CRM WizKids: Taking CRM to a Higher Level" which demonstrates the use of BLUEROADS' channel management suite of products by Avaya Corporation, a global provider of business communications applications, systems, and services, to increase the efficiency and output from its indirect sales force.
Like the direct channel that relies on sales force automation, the indirect channel needs an analogous equivalent to manage the channel's unique processes and provide visibility. BLUEROADS has approached this challenge from the perspective of the partner and delivered a solution that meets both the partner's need for security and lead distribution and the vendors' needs for visibility and deal registration. The resulting visibility has proven to be very useful in many large channel organizations as vendors have gained new insight into how their channels operate.
Founded in 2001, BLUEROADS' focus has been on the channel and on identifying ways to optimize the interaction between vendors and their business partners. Unlike traditional partner relationship management systems (PRM), that automate data collection and sharing between the vendor and a distributor, BLUEROADS is designed with unique partner-centric methodologies that streamline channel processes between vendor and partner, enabling both parties to collaborate in a common application while maintaining respective access and privacy. Using advanced software as a service (SaaS) technology, BLUEROADS provides an environment that enables vendors and partners to share leads while collecting valuable information about their use. At the same time, BLUEROADS provides a secure environment in which partners, and their sales people, can collaborate. Data is captured automatically as partner sales reps work on opportunities and information is consolidated into real-time reports. This partner-centric design reduces the time and effort required for partners to actively participate in channel processes and increases adoption of vendor programs.
"The power of the indirect sales channel is immense; the industry has just scratched the surface in capitalizing on the revenue generating capabilities of the model. BLUEROADS is committed to helping our customers better strengthen their partner relationships, leverage the power of the indirect sales force and deliver on programs that impact the bottom line," said Kathleen Hayes, vice president, marketing for BLUEROADS Corporation. "We are proud to be recognized as a 2006 recipient of the WizKids award for our advancement of this industry."
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 2005, for its delivery of innovative, impactful and intriguing solutions for the industry. BLUEROADS' impressive customer list includes Hitachi Data Systems, Nortel, SurfControl 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 website at www.BLUEROADS.com or call 650.349.8500.
