CASE STUDY. Make It Easy for Partners & Business Increases. Avid Case Study

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1 CASE STUDY Make It Easy for Partners & Business Increases Avid Case Study

2 #ChannelManagement Avid Case Study 2 About Avid Avid is the world's leading provider of audio and video technology for media organizations and independent professionals. Customers use Avid solutions to create, distribute, and monetize the most prestigious and awardwinning films, videos, music recordings, TV shows, live concerts, and news broadcasts. Through Avid Everywhere, the company delivers the industry's most open, innovative and comprehensive media platform connecting content creation with collaboration, asset protection, distribution and consumption for the most listened to, most watched and most loved media in the world from the most prestigious and award-winning feature films, music recordings, and television shows, to live concerts and news broadcasts. The introduction of Relayware was a gamechanger for Avid and our channel. Our global program and portals run on Relayware s technology and it has provided us with a significant competitive advantage. What s more, it has been met with a terrific response from our channel partners. -Stephan Rollins, Director Worldwide Marketing Avid.

3 #ChannelManagement Avid Case Study 3 Avid s Business Objectives Avid believes that their marketplace holds tremendous opportunity for revenue growth and expansion and given the importance of the indirect channel to their business, they decided to develop a world-class global channel partner program in order to help capitalize on that opportunity together. The program would provide partners with 24x7 access to Avid s: Ø Up to date information Ø Sophisticated channel tools Ø Robust resources Ø Expansive training At the same time, Avid wanted to unify program from their various business units under a single brand while leverage shared infrastructure and systems in order to maximize value for each business while improving the channel partner experience. Avid select and segments channel partners based on their ability to: Market effectively to new and existing customers Sell the appropriate solutions Productively install Avid s solutions to customers satisfaction Efficaciously integrate Avid s solutions with customer s existing solutions Provide support that delight customers Avid s channel program and its infrastructure therefore had to support all of the associated business processes on a single platform and leverage a single database. Avid s concluded that in order to achieve their vision of a world-class indirect channel partner program, they needed a world-class external partner relationship management solution designed specifically for engaging with indirect sales channels wherever they may be.

4 #ChannelManagement Avid Case Study 4 Avid s Timeline Avid wanted to present their strategy and solution to their partners at their annual partner conference and the chosen technology provider had to adhere to their launch timeline. Avid s Selection Process Avid engaged with a number of potential providers of technology solutions, each sharing a common capability to offer an integrated partner portal. Initially, the purpose of this engagement was to understand the market and capabilities of the software solution providers. This provided Avid stakeholder with he ability to clearly define the business, functional and technical requirements that would ultimately be distributed to a shortlist of vendors in the form an RFP. Avid s Decision to Go with Relayware Avid narrowed their focus to two companies Relayware and Salesforce. After careful deliberation, Relayware was chosen for the following reasons: Ø Relayware s solution satisfied all of Avid s defined business, function and technical requirements Ø All of Avid s current and future needs are available on one platform without the need for third party plug-ins Ø Relayware s solution is scalable, enabling Avid to deploy functionality according to priority and capability in a series of phases Ø With Relayware, collaboration is facilitated with and among Avid s indirect channel network Ø Relayware features and array of multi-channel communication capabilities, including an integrated customizable portal, , social and mobile functionality Ø Relayware is significantly more cost effective than Salesforce for channel partner management

5 #ChannelManagement Avid Case Study 5 Avid s Implementation of Relayware Once commissioned Relayware s team of experts worked with Avid on the following: Ø Translation of business needs into clear and concise functional requirements and specifications Ø Detailed solution design workshops Ø Detailed solution demonstrations Ø Detailed Salesforce CRM integration design and data mapping Ø Relayware product strategy and roadmap disclosure Ø Budgeting and affordability analysis Ø Delivery of a formal Statement of Work including a phased functionality implementation plan Ø Commercial terms negotiation The implementation approach afforded Avid the opportunity to review progress at key stages as well as modify and enhance the approach as necessary. Avid s found their experience working with Relayware to be: Ø Structured Ø Detailed and thorough Ø Collaborative Ø Managed and exceeded expectations Ø Met deadlines

6 #ChannelManagement Avid Case Study 6 Avid s Benefits The benefits that Avid have enjoyed and continue to enjoy since going live include: Ø Partners report that Avid is easier to do business with since implementing Relayware Ø Partners have much easier access to the information, tools and resources they need to be effective Ø Single login simplifies their experience with Avid s resources Ø A single partner portal provides a single face Ø Increased and improved channel recruitment with more companies and more individuals than ever before selling Avid products Ø Targeted communications and training, ensuring both are timely and pertinent to each partner professional in Avid s network Ø Avid is able to deploy more relevant information more quickly than ever before Ø Multi-lingual portal and localization of content ensures improved partner engagement across regions Ø Productivity has increased both through Avid s channel partner network as well as internally at Avid Ø Avid now has an integrated view of their entire sales pipeline Ø Accelerated revenue growth and increased profitability through improved communications and collaboration Summary Avid set out to develop a world-class global channel partner program that provided their partners with 24x7 access to information, tools, resources and training through the widest range of communication channels to drive mutual revenue and profit growth and further increase customer satisfaction. Their vision required a powerful single integrated and flexible technology platform that facilitated effective communication and provide collaboration and offered scope for expansion and growth. After careful appraisal, Relayware was selected over Salesforce and became Avid technology partner support all of their immediate channel enable needs and helped them define and fulfill their future requirements.

7 #ChannelManagement Avid Case Study 7 Avid has achieved and exceeded their business objectives with what one of their partner CEOs claimed was the single biggest thing Avid has ever done to improve channel effectiveness. Relayware continues to offer leading edge innovation in channel management and external social collaboration technology. Interested in Relayware Partnering Automation? Partnering Automation can help you manage, simplify and optimize your channel partner performance management dramatically improving your productivity and theirs. Some of the leading global companies including Lenovo, Sony, Tata and many more deploy Relayware as their Partnering Automation solution. Whether you want to enhance your partner portal, partner sales, partner marketing or partner training... there's a packaged solution ready for you. And best of all, it integrates seamlessly with your CRM system and is priced in a way that lets you choose what s right for you right now, yet scale as your business grows and evolves. Simply sign-up for a demo and experience Relayware for yourself (we ve also thrown in one of our best practice quick guides too)! Demo Sign-Up Quick Guide to Partner Engagement About Relayware Relayware is a leading SaaS-based partnering automation company, serving hi-tech, manufacturing, telecommunications, financial services and insurance companies around the world. Providing a comprehensive range of partner-centric applications, including partner portals, training, sales and marketing packs that unlock the key to partner productivity. Relayware delivers greater Partner engagement, productivity and return on indirect channel investment. At the core of Relayware is the Partner Cloud, a platform for deploying and integrating the communication tools that simplify and extend partner processes beyond the enterprise.

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