Wireless network provider Xirrus is investing in its channel-related back office: it has signed on Relayware to manage and optimize its global indirect sales channels. Xirrus is using Relayware’s software to select, segment, recruit and onboard new candidates for their indirect sales channel, while automating training, enablement, motivation and performance management.
The system also includes channel-specifc e-mail, portals, social media and mobile apps.
“We are undergoing a global sales transformation, expanding into new markets, building on our successes and investing in growth,” said Shane Buckley , CEO of Xirrus. “We believe that there is more to being a good business partner than simply offering high margins on sales. In implementing our strategy we were challenged with securing a comprehensive, powerful, single platform that would manage our indirect sales channel to the full.”
Relayware integrates with Xirrus’ existing customer relationship management (CRM) solution, Salesforce.com, and built additional tools to suit Xirrus’ specific requirements.
“Relayware knows the importance of enabling effective communication and collaboration with indirect sales channels and we understand the challenges faced by our customers in getting it right,” said Mike Morgan, CEO of Relayware. “Relayware’s technology platform and suite of collaboration, program automation and revenue performance management apps enable businesses to more effectively nurture high performance relationships with those companies who market, sell and provide support on their behalf.”