CSG Delivers 14X ROI for a High-Profile Vendor

REDMOND, WA - During the last six months of 2010 our Business Development Managers (BDMs) sold 183 Extended Licensing (EL) agreements out of a total of 398 opportunities, resulting in $2.8 million in deals closed and nearly $9 million added to an the Vendor’s pipeline. In doing so, the BDM team secured 14X ROI, acting as representatives of for the vendor. In the same time period the vendor experienced a 25% year-over-year growth in their EL program. Managing 3,389 hosting partners, our BDM team possesses the experience to deal with global vendors, regional partners and everyone in between.

Long-term licensing agreements are the ideal way for partners to obtain software, which they then host from their own servers as a subscription based offering for end users Since the Vendor was raising prices in January, our BDM team worked hard in Q4 to sell ETLs before the New Year to ensure customers received the 2010 rate. By keeping licensing costs down, partners are able to pass along savings to end users, netting them significantly increased sales in the long run. Additionally, obtaining software from “the cloud” entitles customers to all updates throughout the duration of their contract, providing the newest version available to their subscribers in real time.

Our BDMs played a substantial role connecting with the Vendor’s channel partners to develop a superior understanding of their goals and growth plans. Identifying and incubating net new opportunities, and advising them through the process of upgrading to the ETL licensing model, was the cornerstone of the BDM’s role as a “trusted advisor.” Establishing and cultivating relationships with partners provided insight into what was most important to each partner and their direct expectations from vendors.

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ABOUT CHANNEL SERVICES GROUP (CSG)

Channel Services Group (CSG) is the leader in channel partner marketing and sales solutions, with expertise and precision in indirect sales channels and strategies for technology based companies. CSG's highly agile services and SaaS software empower enterprises and their indirect selling partners to gain channel efficiency, performance and predictability with results in increased sales revenue. For more information on CSG, visit our Web site at www.csgchannels.com.

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Contact:

Harte Onewein

Harteo@csgchannels.com

206-763-7000