Introduction. Best, Alicia Fiorletta. Senior Editor

Transcription

1 2013

2 Table of Contents 4 Act-on 5 Channeltivity 6 hawkeye Channel 7 hubspot 8 marketing Advocate 9 Marketo 10 Oracle Eloqua 11 Pardot 12 Partnerpath 13 Relayware 14 Tie Kinetix 15 treehouse interactive 16 ZIFT SOLUTIONS 17 About Channel marketer report

3 Introduction At Channel Marketer Report, we focus on covering the latest trends and pain points evident in channel relationships across markets. One trend that seems to consistently surface is ensuring sales and marketing alignment through in-depth reporting and opportunity management, as well as seamless access to marketing and sales collateral. Best-in-class vendors, however, are exceeding competitors by aligning their CRM databases with marketing automation and Partner Relationship Management (PRM) solutions. PRM solutions are designed to help bridge the gap between partners and vendors, ensuring improved results and connectivity across the channel. With our second annual Guide To Marketing Automation, CRM & PRM, we will provide you with updates from some of the leading solutions in the marketplace. In addition, we hope to share insights around the features and capabilities of other emerging solutions designed specifically for organizations that operate in the channel. Companies featured in the report differ in expertise and offerings, providing a variety of options to help integrate sales and marketing across the channel. We hope this, and all other Channel Marketer Report guides, are helpful in your endeavors to ensure more successful sales and marketing initiatives. Best, Alicia Fiorletta Senior Editor

4 Company Specs Founded: 2008 Company Growth Since its inception in 2008, Act-On has acquired a base of more than 1,800 paying customers. With 2012 revenue nearly tripling (298%) that of the previous year, the company expects to achieve a healthy 2.5-times increase in revenue again this year. Act-On is a cloud-based integrated marketing automation platform designed to deliver an intuitive user interface, Instant-On database, and a selection of inbound and outbound marketing tools. The platform includes a variety of built-in features, including Website Visitor Tracking, Competitive Insight, Hot Prospects, Twitter Prospector and advanced inbound/seo tools. Act-On also integrates key external tools, including Salesforce, Micorsoft Dynamics, SugarCRM, SalesLogix, NetSuite, WebEx, Citrix, Data.com, LinkedIn, Facebook, Twitter, Google Analytics, Coremetrics and Litmus. Most of these integrations have more than one touch point inside the marketing automation platform. As an example, Twitter is integrated into the Website Visitor Tracking tool; the Competitive Insight tool; social media blocks in collateral and signatures; and of course the Twitter Prospector. Furthermore, some tools have more than one purpose. For example, the Website Visitor tracking tool helps generate leads from both anonymous and known visitors; alerts salespeople to specific visits; and provides a barometer for visits driven from Twitter. A visit to a particular page can be tracked and scored as part of an automated lead scoring system to segment leads and customers by interests and behaviors, in order to target them with relevant content and nurture them through the pipeline. Agencies have the opportunity to purchase active contacts in bulk that can then be split between multiple accounts/clients for a substantial price break. Agencies can use the Act-On system to run multichannel campaigns for their clients through content syndication capabilities, allowing their clients to manage these accounts more easily. Agencies also have access to a special Agency Dashboard that enables them to view their master account, allocate Corporate Headquarters: Beaverton, OR Number of Customers: resources to various client accounts, monitor individual client account usage statistics and create aggregate reports. The integrations most popular with Act-On customers are CRM systems, including Microsoft Dynamics, NetSuite, Salesforce, SalesLogix and SugarCRM; and web event management services such as WebEx and GoToWebinar, and Google Analytics. Additionally, Act-On offers open APIs along with a scheduled FTP sync option, which helps organizations share data back and forth with other non-integrated databases. The platform also enables seamless integration with an ever-growing number of emerging tools and services. Data from all tools flow into the Act-On database, where it is scored and compiled in activity histories unique to each contact and lead. In turn, this database synchronizes bi-directionally with customers CRM systems. Salespeople then can see their highestscored leads in Hot Prospects, send a marketingapproved , set alerts to be notified when a specific person visits the website, and more. The cloud-based system from Act-On updates consecutively every three or four weeks. Within each release, a combination of new features and enhancements are included. Act-On has clients across multiple verticals, including education, healthcare, manufacturing and software. Act-On s standard pricing for the marketing automation platform begins at $500/month. For the advanced inbound tool, pricing starts at $249/month and the APEX Agency pricing starts at $1,700/month. The model is designed for the partner to manage the Act-On platform on behalf of its clients/end-users.

5 Founded: 2007 Channeltivity has had an average growth rate of 70% since Channeltivity is a Partner Relationship Management (PRM) solution that gives emerging to mid-market organizations the ability to manage their partners, enable them through the use of various resources, and of course engage with them on deals, leads and marketing programs. Managing partners with Channeltivity allows vendors to accurately track their partners (both active and those in recruitment), profile each partner, and create yearly business plans that identify key metrics and goals. All data remains in the portal, allowing the vendor and the partner to collaborate more effectively and drive the right results. Through an easy-to-use Resource Library, vendors can provide the most up-to-date content to enable the appropriate partners through a permissions-based system. In addition, vendors can recognize what content is being downloaded in a variety of reporting options, enabling them to create content that is in the most demand within the partner community. Through various key pieces of functionality, partners can register deals and request MDF, as well as receive leads from the vendor all in one location. Automated s can also be set up to remind partners about deal registrations, new leads and recently created sales tools. Corporate Headquarters: New York, NY Number of Customers: 80 Channeltivity provides integration with Microsoft Dynamics CRM and Salesforce for leads and deals. An open API is also available to integrate with a variety of third-party sales and marketing tools to help vendors better engage with their partner community. Channeltivity provides a new release with updated functionality and features each month, driven by the requests of its customers. Organizations that have an emerging partner program as well as those that have been working with the channel for a number of years will benefit from using the Channeltivity PRM solution. Pricing begins at $499/month for the Launch edition. Full pricing details can be found here. Channeltivity is an SaaS-based solution that can easily be configured by a vendor to meet business requirements, and launched quickly to an entire partner community. Channeltivity helps vendors easily manage who their partners are, enable them through a variety of resources and engage with them on deals, leads and marketing activities, all in one location.

6 Founded: 1996 Corporate Headquarters: Seattle, WA hawkeye Channel provides sales and marketing solutions that engage indirect channel partners to enhance performance. The company delivers strategic services to ensure channel marketers have a sound channel strategy and program architecture that will enable them to achieve their go-to-market goals. The channelconduit platform from hawkeye Channel is a multilingual, multi-currency platform designed to manage the comprehensive channel programs required by global enterprise clients all on a common interface. Vendors can run all their channel programs on a single, highly configurable SaaS platform that includes the following solutions: Marketing enablement such as MDF, campaign marketplaces, joint marketing planning and global payments; Incentive management such as rebates, claim-based promotions, individual rewards and global payments; In-region support personnel provide a consistent partner experience with culturally relevant personnel who understand the regional program structure. This improves partner satisfaction with prompt support responses and lowers support costs; Global payments made in 189 countries and 108 currencies reduce payment turnaround and lower the cost of payment administration; and Strategic services including program benchmarking, analytics, infrastructure and PRM consulting, CAM training and more. Purpose-built for channel marketers, the entire channelconduit platform integrates with CRM or ERP solutions, but hawkeye Channel also offers a plug-in for Salesforce the most common CRM deployed by 80% of all clients. All stakeholders benefit from easy solution access, reduced administration and centralized data for true 360-degree reporting of partner and program performance within SFDC. Number of Customers: 50+ With the addition of channelmarketplace and channelplans to the channelconduit platform, hawkeye Channel offers a robust marketing enablement solution. The channelmarketplace solution provides partners with an e-commerce experience to order and manage tailored programs as pre-packaged marketing plays. After ordering a play through their interface, thirdparty agencies execute the order per the parameters set by their clients and the partner. MDF funds are automatically deducted for the partners. The third-party agency also provides comprehensive ROI reporting, which is an added benefit for their clients. hawkeye Channel s upcoming channelplans application is designed to allow vendors and their partners to plan marketing activities against an overall business goal. Employing effective joint marketing planning practices allows vendors to integrate their partners go-to-market practices with their own and provides a better understanding of how MDF investment aligns with their corporate goals. Thus, they will have the ability to forecast channel performance in advance of the program period. hawkeye Channel s clients are Fortune 500 organizations from a variety of industries including consumer electronics, financial services, manufacturing, technology and telecommunications. A sample of clients include: Adobe, Cisco, Dell, Emerson, HP, KAO, Microsoft and Vodaphone. Solutions from hawkeye Channel are priced individually and start at $36,000/year. Services and deployment are priced separately based on unique client requirements. Vendors implement the technology, and as an SaaSbased software deployment, the solution s overall time and cost of implementation are minimal.

7 Founded: June 2006 Corporate Headquarters: Cambridge, MA HubSpot is an inbound marketing software developed to help businesses improve their visibility among potential buyers. HubSpot s core mission is to transition businesses from using costly forms of traditional marketing to using an all-in-one solution that is integrated and effective. The HubSpot platform includes various integrated tools for search optimization, blogging, lead generation and management, and automation, marketing analytics, and Social Inbox, a social media publishing and monitoring tool. HubSpot integrates with Salesforce, and uses the CRM system to manage prospects, leads and customers. Integration with most other common CRM systems is possible through out-of-the-box third party integrations developed by HubSpot partners. News Releases & Product Updates HubSpot recently launched the next generation of its platform in August Below are three new tools and features to the platform, including HubSpot s first sales tool Signals. Social Inbox: This new application tightly integrates social media monitoring and publishing with HubSpot s contact database, enabling marketers to get highly segmented views of the social activity of their leads, customers and biggest evangelists. The new integration helps reduce the noise associated with social media listening, alerts companies to individuals in need of answers and provides context for social media responses. Content Optimization System (COS): HubSpot s COS optimizes web site experiences for each visitor. Part content management system (CMS), part personalization engine, the COS is the first integrated web site, blog and landing page system to be mobile-optimized out-of-the-box. It s fully integrated with every marketing channel and personalized based on criteria ranging from lifecycle stage to job title and geographic location, among others. Moreover, the power of the COS Number of Customers: 10,000 customers in 56 countries is matched by its ease of use: businesses can easily personalize each element of the customer interaction, no coding or development knowledge necessary. Signals: HubSpot s first offering beyond the marketing space, Signals is a Google Chromebased notification app that tells sales and service representatives when and how to engage leads and customers, showing real-time notifications based on signals from s that were sent, the web site and CRM. Signals is designed to make it easier to align sales, marketing and services efforts around the interests, needs and history of any prospect, lead or customer. Customer Case Study Alpha Software allows developers to easily create and deploy business applications for both mobile devices and personal computers. Before using HubSpot, Alpha Software was sending general one-size-fits-all s to its entire list. The company didn t have the proper data and technology needed to segment leads, and was missing valuable opportunities as a result. After becoming a HubSpot customer, Alpha Software saw a 143% increase in landing page conversions rates and a 24% average increase in monthly lead volume. Pricing and packaging depend on the overall size of business, among other factors. A snapshot of pricing includes the following: Basic Package: $200/month Professional Package: $800/month Enterprise Package: $2,400/month Customers instantly can use the software once they sign up. If they want to speak to consultants, support or any other HubSpot representative to ease the transition, that option is available, as well.

8 Founded: 2005 Marketing Advocate accelerates revenue growth through the channel with its Through-Partner Marketing Automation (TPMA) software. The solution is designed to drive effective B2B channel marketing for even the world s largest brands. By maximizing lead efficiency, generating sales-ready leads, and building pipeline, Marketing Advocate helps global organizations turn channel marketing into a revenue driver. Out-of-the-box benefits include the following: Secure through-partner marketing automation platform built in the cloud (SaaS-based technology); Dedicated channel concierge to walk companies through the process and serve as an extension of the marketing team; Automated lead nurture campaigns; based on prospects digital body language Customized microsites with pre-loaded marketing content based on OEM (and content specific to each VAR); Social media integration; Paid search integration; Optimized for organic search (SEO); Data and contact list supplements; Comprehensive lead scoring; Lead tracking analysis; Trigger communications based on prospect interest; Real-time visibility into campaign performance dashboards; Detailed campaign reports; Sales-ready leads delivered to CRM of choice; and Language localization for syndicated content. Corporate Headquarters: Cape Cod, MA Marketing Advocate s TTPMA software integrates with a variety of CRM systems, including Microsoft Dynamics, Salesforce, SugarCRM, Sage CRM, Zoho CRM, and SalesLink. Over the next quarter, a series of new features will be released, including: Campaign Self-Service: The ability for partners to select campaigns from the library and edit as needed to send through the Marketing Advocate TPMA platform; Contact Data Workbench: Automatic scanning of audience data that will provide health reports on subscriber lists and recommendations for how data can be improved or augmented; and Continued Social Media Integration: Bi-directional publishing wrapped within the proprietary Marketing Advocate lead tracking system. Marketing Advocate s TPMA solution drives effective B2B channel marketing for many companies, including IBM, Juniper, Microsoft, NetApp and PTC. es Product pricing is available upon request. An OEM can purchase programs for a number of resellers, and Marketing Advocate will in turn guide the reseller through the entire setup. Or, a VAR can reach out to the company directly to implement their throughpartner marketing automation campaigns. All features within Marketing Advocate were created to meet the unique needs of OEMs and VARs. However, key functionality includes: the reporting dashboard, dedicated channel concierge, and automated nurture functionality that scores leads and delivers them to sales at the height of their interest level.

9 Founded: 2006 Corporate Headquarters: San Mateo, CA Marketo provides a cloud-based marketing software platform for companies of all sizes to build and sustain engaging customer relationships. Spanning today s digital, social, mobile and offline channels, the Marketo solution includes a complete suite of applications that help organizations acquire new customers more efficiently, maximize customer loyalty and lifetime value, improve sales effectiveness, and provide analytical insights into marketing s contribution to revenue growth. Marketo applications are complemented by the Marketing Nation, a thriving network of more than 150 LaunchPoint ecosystem partners and more than 30,000 marketers who share and learn from each other to grow their collective marketing expertise. The result for modern marketers is unprecedented agility and superior results. Number of Customers: 2,500+ Marketo s Customer Engagement Engine simplifies the process of nurturing for the channel. Drag and drop functionality with easy content controls allows channel organizations of any size to create more powerful nurturing campaigns for clients and prospects. Pricing for the available packaged marketing platform editions range between $1,195 and $11,995, depending on the company s income and what type of package they prefer. Partners must purchase the technology for their own use. One unique benefit of Marketo for channel businesses is the Program Exchange. A vendor can create campaigns, lead scoring programs and other marketing programs and then share these assets with partners through the Marketo platform. This provides a huge advantage to help channel partners more effectively and efficiently leverage marketing best practices from the vendor. Marketo integrates with several top CRM solutions, such as Microsoft Dynamics, Salesforce, SAP and SugarCRM.

10 Oracle Eloqua offers modern tools and solutions designed to help businesses align sales and marketing, identify and nurture revenue opportunities, and measure marketing ROI. B2B and B2C brands use Oracle Eloqua to improve targeting and segmentation efforts, increase lead quality through lead scoring, and boost engagement through nurturing campaigns and best practices. Marketing organizations can automate multichannel campaigns, enable sales, and measure marketing effectiveness to help drive demand and generate pipeline. Eloqua Profiler gives sales teams quick access to prospects online activities and behaviors, providing them with key insights into buyer interests and intent by reading their Digital Body Language. Sales professionals get real-time visibility to accelerate the sales cycle by helping sales easily identify, track and engage buyers. A complete suite of sales intelligence and productivity tools are available to help sales professionals identify their hottest, most active buyers, engage them in relevant communications and track their web activities throughout the sales cycle. Eloqua AppCloud is an online marketplace providing marketers with more than 100 marketing apps that can connect directly to the Eloqua platform. Oracle Eloqua Profile Eloqua is now the centerpiece of the Oracle marketing cloud. The marketing automation and revenue performance management solutions help modern marketers target the right buyers, easily execute campaigns, get the best leads to sales and deliver the highest return on their marketing investment. Eloqua is the only marketing automation provider that gives Modern Marketers the ability to manage owned, earned and paid media in a single application. With Eloqua AdFocus, marketers can create multichannel campaigns incorporating , web, social and display advertising in one automated process. Leading organizations that use Eloqua solutions include DocuSign, McAfee, NetApp, Thomson Reuters, VMware and Zurich NA. Product Pricing & Integration Pricing is based on the total number of contacts in a company s database, while implementation duration and process is based on the unique wants and needs of each company. Collateral generated, such as s, forms and landing pages, all are unlimited with subscription. Additional information on pricing is available on eloqua.com. Topliners is an online Modern Marketing community offering inspiration, stories and how-to examples for marketing and sales professionals to increase their top line revenue. Eloqua offers custom campaign blueprints, best practices and intelligent workflow that speak the language of a specific industry; this includes asset management, entertainment, insurance, nonprofit and more. Eloqua can integrate with Microsoft Dynamics, NetSuite, Oracle CRM, Siebel, Salesforce, Saleslogix and a host of CRM solutions.

11 Founded: 2007 Corporate Headquarters: Atlanta, GA Company Growth Pardot, a Salesforce company, has continued its rapid growth across B2B organizations of all sizes, accelerated by an October 2012 acquisition by digital marketing company ExactTarget. In July 2013, ExactTarget and Pardot were acquired by Salesforce. Pardot offers a cloud-based marketing automation application that allows marketing and sales departments to create, deploy and manage online marketing campaigns that increase revenue and maximize efficiency. Pardot empowers marketers with lead nurturing, lead scoring and ROI reporting to generate and qualify sales leads, shorten sales cycles and demonstrate marketing accountability. Advanced micro-level web analytics allows Pardot to capture all relevant prospect activities and help determine who is showing the most buying signals, allowing marketers to accurately evaluate campaigns, maximize resources and drive more revenue. Additional features include CRM integration, marketing, sales and marketing process automation, landing page and form creation, social media integration and SEO data. Connectors to popular marketing tools include Google AdWords, webinar platforms, Eventbrite, video platforms and web site chat. LeadDeck is a real-time alert application that provides sales teams with up-to-the-minute visitor and prospect activity information. When visitors take action on a company site, LeadDeck will notify the assigned sales rep with an unobtrusive desktop alert. LeadDeck is free to all Pardot users and also can be viewed within the CRM system. Pardot s unlimited user pricing allows channel organizations to adopt the solution, which scales across the enterprise. Number of Customers: Approximately 1,500 During 2013, Pardot has released more than 25 new customer-facing features and updates, as well as hundreds of other improvements. Highlights include custom user roles, a new and improved editor along with advanced reporting, an updated LeadDeck interface and a connector with video hosting service Wistia. Custom user roles enable larger organizations to create specific access privileges for various user types within a company. These extremely flexible personas can read, edit, create and delete privileges to different modules of the Pardot tool. Released in October 2013, a new editor with side-by-side editing ability, an improved What You See Is What You Get (WYSIWYG) interface and version control makes creation quick and seamless. Pardot s new, more visual reports allow users to not only see basic success metrics, such as opens and click throughs, but also determine whether each message was scanned or read thoroughly. Marketers also can quickly assess which call-outs drove the most interaction and analyze which clients and devices their audience favors. Pardot works with approximately 1,500 companies, many of which have channel business models. For example, the company works with many Solidworks resellers, including five of their top 10 U.S. resellers. There are three tiers of pricing, beginning at $1,000/month.

12 Founded: 1998; the PRM product launched in 2008 Company Growth Since the launch of its PRM product in 2008, PartnerPath has won approximately 10 customers a year. Corporate Headquarters: Mountain View, CA Number of Customers: 23 PartnerPath offers an easy-to-use modular solution to fulfill various PRM automation needs. Modules include: A partner portal for content management and communications; Enrollment for profile management, application and contract; Marketing for co-marketing management and estore; Enablement for training and certification; Deal registration and lead distribution; A partner ecosystem consisting of a directory and locator; Performance dashboards and reporting; and System enhancements including multiple languages and currencies. PartnerPath integrates with Salesforce in real time. Partners will have an easy-to-use interface and all of their data will be combined in one place. Customers are not charged per license; PartnerPath offers a worldwide, unlimited use license, which allows every individual in partner organizations and internal teams to access the solution for the same monthly fee. Since the solution is modular, users may buy and implement the pieces they need instead of spending money on the entire package. The PRM solution also is designed with the mobile device in mind, enhancing the experience for all road warriors. PartnerPath has standardized integrations with all major CRM systems (Salesforce, Oracle, Microsoft, Sage, etc) and many marketing automation solutions (Marketo, Eloqua, etc). The company also leverages web services to integrate with many custom solutions. PartnerPath clients typically are vendor organizations between $10 million and $500 million in annual revenue, or divisions of larger enterprises such as the EMEA division of large computer manufacturers. Partnering is critically important to these companies. They rely on partners to meet their fast growth expectations. These up-and-coming companies leverage PartnerPath s solutions because they need to be more effective than their competitors at enabling partners, thus empowering them to dominate their technology segment. PartnerPath offers a flat-fee setup cost and an unlimited monthly license fee per module. Companies implement the solution through the PartnerPath white glove services team. Configuring the solution with clients branding, style guidelines, workflows and historical data takes approximately four weeks. Partners do not need to purchase the technology, just the vendor that is automating the partner relationships. All PartnerPath PRM solutions are designed by channel experts to address the specific needs of channel organizations. With more than 15 years of experience as a channel consulting company, PartnerPath integrates the best practices for engaging, empowering and managing partners into process workflows, dashboards and interfaces.

13 Founded: 2007 Company Growth Relayware experienced 50% growth year-over-year in recurring revenue during In addition, the company secured a multi-million dollar investment to fund global expansion and accelerate product development. An SaaS solution, Relayware was developed to help companies better communicate and collaborate with their indirect channel ecosystems. Relayware provides all the tools businesses need to attract, engage, market and sell through the indirect channel including: Channel database with unlimited contacts; Integrated content management system; Deal registration and special pricing approvals; Lead distribution; License and subscription renewals; Opportunity pipeline management; Quotation management; Event registration and attendance management; Training and testing; Certification and accreditation program management; MDF and co-op marketing; Loyalty and incentive programs; Joint business- and account-planning; Business contract management; Partner locator; and Business intelligence, reporting and analytics. Relayware also features an extensive range of social, campaign and communication capabilities including: Fully customizable, any-language web portal; Fully customizable native mobile app; ; Social updates and notifications; Corporate Headquarters: Jersey City, NJ & Oxford, UK Number of Customers: 50+ Group discussions; Crowd-sourcing; Instant messaging; and Portal and mobile activity streams. Relayware provides a web services API to enable integration with any CRM or marketing automation platform. Additionally, the company provides and supports full connectivity with Salesforce. Relayware s 2013 releases feature enhancements for many of the core PRM apps, including opportunity management, training and the system s powerful reporting and analytical tools. However, it is in social, community interaction and multichannel communication that the major new features are to be found. Relayware now offers LinkedIn-like groups with discussions, surveys, polls and crowd-sourcing. New instant messaging and push messaging to portal and mobile activity streams allow any communication to be streamed to a Facebook-like, dynamic update display. Communications of any type can be linked in campaigns; and with the addition of lead scoring and nurturing features in the Fall, Relayware is more than a match for any conventional marketing automation solution while offering a much broader set of channelspecific functionality. Relayware is used by medium and large enterprises across a number of vertical markets, from hi-tech and manufacturing, to insurance and telco. Customers include Allstate, Avid, Kaspersky Lab, Lexmark, Lenovo and Tata. Relayware is SaaS, hosted in the cloud and available to vendors for a single monthly fee. Licenses are priced for Relayware customers only, so there are no costly fees for channel partners to use the portal, mobile app or PRM tools. The system starts at $4,000/month for the Standard Edition.

14 Founded: 1987 TIE Kinetix Content Syndication Solutions allow vendors to distribute and track their content, campaigns and brand across their partner community. With TIE Kinetix, channel marketers are able to easily influence every stage of the indirect sales and marketing funnel by introducing the right content at the right time to maximize leads and revenue. TIE Kinetix solutions provide vendors with: Awareness: Help partners drive demand generation and awareness with social, and PPC syndication; Audience Engagement: Arm the channel community with tools such as promotions and assets to help engage potential customers online; Visitor Experience: Automatically publish a rich content experience on partner web sites to help drive all communication and lead generation efforts; and Sales Conversion: Once a prospect shows interest, vendors can ensure partners sales force has the tools needed to close the deal quickly and efficiently. All of TIE Kinetix s Content Syndication solutions are created, tested and implemented for channel marketers, by channel marketers. Over the years, the company has worked closely with global vendors such as Siemens Enterprise Communications and other Fortune 500 companies to develop new features and product offerings. Additional features include automated co-branding, content management, real-time reporting, deep linking, responsiveness to mobile devices and support for global languages. Unlimited content, unlimited partners and unlimited updates as a standard throughout all of their packages are also offered. Corporate Headquarters: Breukelen, Netherlands Number of Customers: 1,000+ The most recent product update added to the Content Syndication Platform is Social Media Syndication. The Social Media Syndication module allows vendors to publish messages through their partners social identities. TIE Kinetix closes the loop by providing each message with a unique link back to the partner s syndicated content on the web site. It helps throughpartner communication, drives leads and easily shows what s working socially in the channel. TIE Kinetix also recently launched a Self-Service Content Syndication solution to help small- and mid-sized businesses arm their channel communities with content without the enterprise level price tag. Some of TIE Kinetix s customers with different sizes of partner communities include: Siemens Enterprise Communications, Infor, Birst, Mitel and Vocalocity. Price is a predictable monthly investment based on features and functionality, offering unlimited content, unlimited partners and unlimited updates throughout all packages. TIE Kinetix provides an SaaS solution, which requires no implementation from the vendor side. Once the solution is turned on for a vendor, partners simply sign up and embed a syndication script on their web sites. The process doesn t require maintenance from the vendor or partners. TIE Kinetix is able to connect with CRM, marketing automation, PRM, CMS and other business applications. One of the core solution areas for TIE Kinetix is integration.

15 Founded: 1996 TreeHouse Interactive offers two solutions relevant to the needs of channel organizations. Reseller View is TreeHouse Interactive s Partner Relationship Management (PRM) solution, while Marketing View is its marketing automation platform (MAP). Reseller View was created to help manufacturers provide partners with the tools and training necessary to successfully sell, service and support a vendor s products. It begins with an enterprise-class web portal that can be completely customized to any branding standard, and then offers a collection of modules including automated partner onboarding, contract management, deal registration, lead distribution, delegated administration, document management, training and certification, partner marketing enablement technologies like on demand co-branded collateral, and partner marketplaces. Marketing View is a marketing automation platform that enables multi-step, multichannel marketing automation with drag-and-drop capabilities. It also features integrations with the top CRM providers, and tools for lead nurturing, lead scoring, as well as landing page and form creation. Marketing View is designed to integrate a complete content marketing platform as part of its solution. It also includes Xtreme Targeting and ContactXtend, which allow flexibility in the types of data that can be stored in the system and the ability to target on all of it. Along with its PRM and marketing automation solutions, TreeHouse offers customers the functionality to integrate partner communication histories directly into the PRM and CRM interface. TreeHouse also offers a PRM suite of products specifically designed to allow channel companies to improve partner marketing efforts and better enable partners to generate their own demand. The Partner Marketing Enablement module includes: On-demand, co-branded marketing automation campaigns; Automated, on-demand co-branding of marketing materials; Partner content syndication and mini-sites; and A Partner Marketplace. Corporate Headquarters: Draper, UT Reseller View can integrate with Microsoft Dynamics, Oracle and Salesforce right out of the box. Marketing View also integrates with these major CRM platforms. Both products provide web services for integrations with other solutions. The latest Reseller View PRM release includes features for delegated partner administration, delegated lead administration and new lead sharing technologies. The latest marketing automation release includes the new drag-and-drop multichannel campaign builder called Action Studio. Organizations utilizing TreeHouse Interactive solutions include Hostway, Isis, Magento, NetApp, Rackspace, SanDisk and SGI. Marketing View marketing automation licenses start at $749/month for up to 7,500 contacts plus setup fees. Reseller View PRM pricing starts at $3,000/month for unlimited partner users plus setup fees. Additional modules such as Deal Registration, Training/ Certification, Partner Marketplace and Partner Marketing Enablement are extra. Both Reseller View PRM and Marketing View are SaaS products; no additional software, setup or configuration is required. Reseller View takes three to 12 weeks to configure and implement depending on the type of CRM integration, number of web pages in the partner portal and number of modules chosen. Marketing View is available instantly. The White Glove Customer On-Boarding option, which includes development of and landing page templates, dedicated IP addresses and personalized training, can be completed in less than one week.

16 Zift Solutions offers channel organizations a range of products and services designed to engage partner communities and drive additional channel sales. Zift s solutions include turn-key marketing automation, allowing vendors to efficiently deliver multichannel campaigns through their partners. All prospect interactions are tracked, scored and delivered into CRM solutions. Leads developed directly by the vendor can be distributed and tracked, as well. With Zift Solutions, vendors can increase the frequency, quality and consistency of their partners marketing efforts, while reducing costs per lead and providing real-time visibility into partner results. Products Include: Through Partner Marketing Automation (TPMA); Lead Distribution; Social Media Syndication; Content Syndication; and Shared Analytics. Designed and developed specifically to support the channel ecosystem, Zift Solutions has a success framework that provides organizations and their channel partners with the strategy, insight, tools and direct support required to ensure success every step of the way. Partners maintain their own prospect databases and can control the access given to the vendor. solutions Zift Solutions can be deployed independently or integrated with an organization s existing infrastructure to enhance the impact and value of the total solution. To streamline integration, Zift Solutions products have pre-built connectors to various third-party connectors including Eloqua, Google Analytics, hawkeye Channel, Marketo and Salesforce. Company Specs: Founded: 2006 Corporate Headquarters: Research Triangle Park, NC Number of Customers: 35+ vendors and 8,000+ channel partners Zift Solutions has extended its platform with several new capabilities including: Dynamically Adjusting Pages that leverage prospect data to enable real-time dynamic content changes to web pages; Mobile Banner Advertising to drive new lead acquisition, enhance brand awareness and cost-effectively nurture prospects and current customers; and Syndicated Ad Retargeting, which offers partners access to vendors web sites to track visitor browsing behaviors, and develop more personalized and targeted banner ads for lead generation. Leading channel organizations of all types and sizes from around the globe use Zift Solutions to drive channel sales. For example, Sage Software leverages Zift to support a full range of content-based offers for their partner community. Zift also works with large manufacturing organizations that use lead distribution to deliver qualified leads to partners quickly, provide rich data and prospecting details, and easily track the progress of distributed leads. Other Zift clients, like Google, focus on content syndication to improve the efficacy of their partners web sites in positioning and promoting Google products and services. Pricing depends on the number of partners and range of supported marketing tactics. Since Zift Solutions is a multi-tenant SaaS application, vendors can purchase products directly and provide instant access to their partners. Vendors also have the option of having partners contribute to their access fees.

17 Channel Marketer Report is an online publishing network for channel marketers and executives, with content focused on the latest solutions, trends and strategies to help vendors, resellers and distributors optimize marketing, both to and through partner networks. Tapping into the power of the Web 2.0 environment, the Channel Marketer Report network is made up of a monthly e-newsletter, podcasts and video interviews, special reports, web seminars, and a content-rich web site at