Verizon Tries PRM

Taps ChannelWave's partner relationship management solution in bid to boost indirect sales

Verizon Connect

Cambridge, MA  August 14, 2002  Telecomms company Verizon is set to deploy a partner relationship management (PRM) solution from ChannelWave Software in a bid to optimize sales collaboration with its agents and channel partners in delivering communications services to business customers.

Like many companies, Verizon is moving to work more closely with its partners to boost revenue through indirect sales since the cost of channel revenue is lower than direct sales.

Verizon will use ChannelWave 5, a Web-based PRM solution, to manage its full range of channel business activities, including recruiting and training partners, developing joint business plans, and delivering targeted communications and marketing campaigns.

The telecomms company will also use the solution to manage co-marketing funds, provide round-the-clock access to product and technical information, offer lead management and collaboration on sales, forecast sales opportunities, and generate reporting and metrics on channel sales activities.

ChannelWave said its solution will consolidate and replace multiple manual business processes and integrate into the Verizon's existing order, sales and service systems to improve the company's real-time visibility into channel activities as it grows its indirect sales.

Chris Heidelberger, president and CEO of ChannelWave, said his company's solution would provide Verizon with the infrastructure necessary to help drive sales revenues and accomplish the company's channel sales goals.

"In today's highly competitive telecommunications market, the winners will be companies like Verizon that are dedicated to working effectively and efficiently with their selling partners to provide high-quality integrated communications solutions to customers," Heidelberger said.