PTC Upgrades ChannelWave Platform

Success with partner relationship management solution prompts move to J2EE-based version 5

Success with partner relationship management solution prompts move to J2EE-based version 5

Cambridge, MA  August 28, 2003  ChannelWave Software, a provider of partner relationship management (PRM) solutions, has announced that product lifecycle management specialist PTC is using ChannelWave's Java-based platform to drive sales of its mechanical computer-aided design (MCAD) solutions through its worldwide channel partners.

PTC has used ChannelWave for two years to recruit, plan, communicate, manage leads and sell its Pro/ENGINEER product design software to businesses around the world with its network of value-added distributor and reseller partners.

PTC now has upgraded to the ChannelWave 5 platform and is moving all content for partners into a single portal. The J2EE-based system will be rolled out to partners in Europe and be integrated with PTC's internal Siebel sales and marketing applications and Oracle customer database, giving partners access to more end-customer and order data, and helping them to support existing customers more effectively.

The company is also implementing ChannelWave's Information Center, a sales and marketing library that makes content available to the partners 24x7 via the Web.

"Our ChannelWave system has paid for itself several times over by helping to lower our relative cost of sales, strengthening our ability to support and sell with channel partners and measurably improving our lead closure rate," said Robert Thibeault, vice president of global channel operations and programs at PTC. "We chose to upgrade to ChannelWave 5 because it was the fastest, easiest-to-use and most cost-effective solution to drive growth through sales channels and because of PTC's demonstrated success with ChannelWave. We were also impressed by the ease and flexibility of integrating ChannelWave with our other sales applications."

Before ChannelWave, PTC's primary methods of channel management and communication were e-mail, faxes and spreadsheets, making it difficult to track and manage partner activities. With the help of ChannelWave, PTC has reduced channel management and communication costs and has expanded to new markets. The company has reduced the time required to ramp up new partners from months to days, cut its partner sales cycle by 50 percent and grown its program from one reseller to 175.

"PTC is one of ChannelWave's most innovative and successful customers and a compelling example of the power of indirect channels to increase profitability and gain a competitive advantage," said Chris Heidelberger, president and CEO of ChannelWave. "With ChannelWave 5, PTC and its partners will have the right infrastructure and applications to execute the fast and complex collaboration needed to achieve their shared business objectives."