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Proofpoint Deploys BlueRoads' Channel CRM Solution
BlueRoads Corporation, a channel CRM Software-as-a-Service (SaaS) company, announced that Proofpoint, provider of large-enterprise messaging security solutions, has selected the BlueRoads channel CRM suite to support their enhanced channel offerings to increase partner productivity. BlueRoads' unique approach in providing a closed-loop system with built-in methodologies, empower individual partner representatives to actively participate in sales and marketing processes. As a result, BlueRoads extends the bond between vendor and partner to achieve the joint goals of increasing conversion rates, revenue generation and market share.
"BlueRoads has given us an 'opportunity sharing platform' that demonstrates to our partners our commitment to their success," said Dave Crilley, director of channel marketing, Proofpoint. "BlueRoads provides our channel account managers with better visibility into lead distribution and deal registration down to the individual partner sales reps, making it easier to win new business and maximize existing business with our partners. In the short time since we launched BlueRoads as part of our partner extranet, we've engaged with our channel partners on more than 800 sales opportunities and partners have registered more than $4 million in new opportunities, most of which we wouldn't have otherwise known about."
Proofpoint understood that mandating partner usage of any channel CRM system wasn't practical. One of the key drawbacks to traditional "push" approaches to indirect sales is their inability to scale to support large numbers of leads, salespeople, products and customer contacts. Ironically, as the number of leads and channel partners grow, the percentage of "lost leads" (leads not followed up) increases. Similarly, manually allocating a greater number of leads lengthens the time before leads are followed up. The problem is further complicated if each partner organization has its own method for lead management and reporting.
Proofpoint recognized that the best approach was a vendor-provided, highly scalable channel CRM system that empowers partners with end-to-end process support, a "pull" method for lead distribution, and a comprehensive mechanism for gathering and interpreting channel sales data. Built on a 20-year understanding of channel partner behavior and indirect business processes, Proofpoint turned to BlueRoads to implement a successful channel CRM system to reduce the time and effort required to actively participate in their processes and increase partner productivity.
Proofpoint's channel partners have reacted enthusiastically to the BlueRoads functionality. "Proofpoint has the best partner portal site that we have ever seen," said Tom Marcelliano, sales manager for Atrion Communications, a Proofpoint partner. "The fact that they continually add new functionality like lead sharing, online deal registration and co-marketing programs shows they are truly committed to the success of their partners."
"Channel CRM only works if it is partner facing," said Kathleen Hayes, vice president of marketing for BlueRoads. "Visibility into partner activity allows Proofpoint to have more constructive, fact based discussions with partners to better collaborate on opportunities and enhance future planning and goal setting. BlueRoads understands the power of a successful partner program and is committed to paving new ways for our customers to increase value and profitability for their partners." 06.12.2005, BlueRoads Corporation
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