Real Time Communications Featured Article

GENBAND Partner Relayware Powers Indirect Channel Communications

June 11, 2014

Last month, GENBAND announced enhancements to its Partner Advantage Program, including the launch of a new partner portal through which the company’s channel partners can access discounts, marketing materials, sales tools, and training resources. This month, Relayware, the company that powers the portal, is at the GENBAND Perspectives14 event supporting its customer and telling its story.

RealTimeCommunications this week met with Jim Somers, chief marketing officer at Relayware, who explains the company sells software that businesses like GENBAND use to do indirect channel management and enable collaboration that allows for increased partner productivity, which can generate more sales, better leverage marketing efforts to drive partner engagement, and show the C-suite the value of the channel. That’s important, said Somers, who believes “there’s a real blind spot in the partner process” at many companies.

The Relayware SaaS-based solution enables companies to manage joint sales planning, business planning, lead management, deal registration, renewals, onboarding, recruitment, and incentive initiatives. It also supports collaboration with and among the channel via multiple modes, including email, IM, and social networking. And businesses can use the platform to build portals and landing pages for various campaigns and extranets. The company even offers native mobile apps.

Relayware, which has been around for about a decade, targets the financial services, high tech and telecom, insurance, and pharmaceutical verticals. It’s based in Oxford, England, but most of its business is in North America, where it has an office in Jersey City, N.J.

As noted in a story in the November 2013 issue of CUSTOMER magazine, a TMC publication, more than 30 customers – including Allstate Insurance, audio/visual company Avid, PC company Lenovo, document management outfit Lexmark, and content/consumer electronics giant Sony – now rely on the Relayware solution, which is targeted at companies with between $250 million and $5 billion in revenue.

In late September Relayware, which is profitable, announced it had raised $5.5 million from Albion Ventures to expand its U.S. operations. And the company expects to announce important management additions and new go-to-market initiatives shortly.

Edited by Maurice Nagle

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