NFR Security Deploys PRM

Software provider replaces client-server system with Java-based partner relationship management solution

Cambridge, MA — April 15, 2003 — NFR Security, a developer of network intrusion management solutions that protect information technology systems from external and internal threats, has selected ChannelWave as the platform for its global channel sales operations.

NFR is replacing a client-server based customer relationship management (CRM) system with ChannelWave 5 in a bid to improve sales collaboration with partners and to optimize channel sales performance.

Barnaby Page, NFR's vice president for international operations, said that the company found ChannelWave's software business model best matched NFR's priorities, which included fast deployment and low total cost of ownership. "We could not risk the cost and time of deploying another client-server based solution," Page said.

NFR works with a network of more than 70 channel partners to deliver its product, the network intrusion management system, to financial services, telecommunications, manufacturers and government organizations worldwide. Said Page: "ChannelWave will allow us to work with our partners as one large company."

ChannelWave said its Java-based solution will enable NFR to recruit, plan, communicate and sell with partners more effectively and will support the company's goal of making it easier for partners to sell and support NFR's solutions in multiple geographies across the globe.

"NFR Security is creating a competitive advantage by giving its partners the world-class support they need to provide end-customers with the most effective, manageable and scalable enterprise-wide security management solutions available," said Chris Heidelberger, president and CEO of ChannelWave. "ChannelWave is pleased to support these efforts with the platform and business applications that are required to scale their business through indirect channels in the most efficient and cost-effective manner possible for a fast-growing private company like NFR."