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Xirrus Turns to Relayware to Manage its Global Indirect Sales Channels

January 04, 2013

Xirrus, a provider of high-performance wireless networks, has been finding ways to drive global sales expansion and has recently adapted Relayware to manage and optimize its global indirect sales channels.

By leveraging this solution, the company has gained access to powerful profiling and score-carding tools which helps it to select, segment, recruit and onboard new candidates for their indirect sales channel, while automating training, enablement, motivation and performance management. 

This new system even drives collaboration with and across Xirrus' channel network and provides the company with the means to communicate with intermediaries via a variety of mediums including e-mail, portals, social media and mobile apps. 

Shane Buckley, CEO of Xirrus explained in a statement, "We are undergoing a global sales transformation, expanding into new markets, building on our successes and investing in growth.  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.  I am in no doubt that we have found it in Relayware.  By deploying Relayware we are demonstrating a solid commitment to improving and maintaining the competency, motivation and collaborative selling power of our intermediaries."

Relayware claims to offer the most cost-effective and non resource-intensive means of driving a variety of indirect channel recruitment activities, automating the entire back and front office. Xirrus will now be able to build channel efficiency, effectiveness, competency and loyalty while providing service and support from a single console with this offering in place.

“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," Mike Morgan, CEO of Relayware added. 

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Edited by Jamie Epstein

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