Data Storage Manufacturer Selects Software to Strengthen Channel Relationships


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Spectra Logic to use solution from BigMachines to simplify how products are sold


Spectra Logic to use solution from BigMachines to simplify how products are sold

Chicago, IL and Munich, Germany — May 19, 2005 — Spectra Logic Corp., a manufacturer of data storage products, said this week that it will be implementing BigMachines' Lean Front-End to streamline its front-end sales processes.

BigMachines said the Lean Front-End solution will allow Spectra Logic to provide its sales representatives, reseller partners and distributors with configuration, pricing, quoting and order management tools.

In addition, the system will provide a Library application, which will guide users to the tape library that meets their customers' needs, based on customer requirements and backup environment.

Spectra Logic, headquartered in Boulder, Colo., provides data storage solutions for organizations to store and manage rapidly growing data. The company has more than 17,000 tape libraries installed worldwide with customers that include NASA, Sprint and ALLTEL.

The company said its goal for the lean front-end initiative is to establish a continuous, one-piece workflow of sales processes by means of a product configuration and quotation management software that reduces proposal time for its channel partners, thereby simplifying how Spectra Logic products are sold.

"We wanted a solution that was entirely through a Web browser, very simple and intuitive, with functionality to guide the user to properly identify, select, configure, quote and order our products," said Erik Myhre, Web operations manager of Spectra Logic.

In Lean Front-End, Myhre said Spectra Logic found the functionality it needed out-of-the-box, including integration with Baan, the company's back-end enterprise resource planning (ERP) system, as well as integration to such customer relationship management (CRM) systems as Salesforce.com.

Myhre added, "It was clear to us that BigMachines' solution will enable us to simplify our selling process and operate more cost effectively. It matched our vision to increase speed and efficiency at the front-end processes."

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