News and Events
ServiceSource Helps High-Tech OEMs and Channel Partners Deliver More Predictable Revenue and Profit Streams
Company Announces Channel Advantage Solution, a Complete Service Sales Offering to Assist Channel Partners
14 October 2008, San Francisco, CA — ServiceSource, a San Francisco, CA-based Service Performance Management leader for the high-tech industry announced today its Channel Advantage Solution designed to drive a continuous service annuity for OEMs and channel partners. ServiceSource Channel Advantage is the first complete solution that is solely focused on achieving improved service revenue and profit in the channel by giving visibility into partner performance and helping high-tech OEMs develop a differentiated, incentive-based partner strategy.
“OEMs have done a great job developing and incentivizing the channel to sell products and build market share, where service renewals historically have been an afterthought,” said Mike Smerklo, president and CEO of ServiceSource. “ServiceSource Channel Advantage works with OEMs and their partners to systematically and profitably build service share by equipping the channel to focus on the renewals business and build a predictable and continuous annuity stream.”
Based on completing more than 230,000 channel-related transactions a year with over 40 clients worldwide across 10,000 partners, the ServiceSource Channel Advantage Solution offers a flexible engagement model for OEMs with single or two-tier channel partners. The Solution is comprised of a prescriptive 4 phase process including:
- A dedicated renewal sales team that collaborates with the channel partner and OEM to immediately improve and close service renewal sales
- Technology infrastructure to give OEMs a consistent view into partner-by-partner performance
- Performance analysis and peer benchmarking to identify trends and metrics by partner
- Client advisory services to drive a differentiated partner incentive program based on performance
“Looking at only top-line revenue will not give a complete picture of the overall business value of a channel partner; you must dig deeper to find ways to separate the high performers and profit generators from those who don’t add long-term strategic value,” said Tiffani Bova, VP Research, Gartner.
The Channel Advantage Solution is being launched at the ServiceSource Executive Client Summit in Napa Valley this week. For more information, please visit www.servicesource.com.
About ServiceSource
ServiceSource is the service revenue performance company. We partner with technology, healthcare, and life sciences companies to maximize maintenance, support, and subscription revenue while optimizing customer loyalty. We increase contract renewal rates for clients on average by 10–25 percentage points — and in some cases by up to 40 points. These dramatic results are achieved via a purpose-built service revenue solution, including a suite of cloud applications and managed services built on a proprietary technology platform, which combines the industry's most robust data management engine and a unique service revenue master, leveraging our deep knowledgebase of benchmarks and best practices. Our solution delivers proven results through a 100% pay-for-performance business model that enables a success–driven, shared–risk partnership. Headquartered in San Francisco, ServiceSource has $5 billion in service revenue under management.
For more information on ServiceSource, visit www.servicesource.com or call: 415.901.6030.
For further information:
Kerry McGowne, ServiceSource, Tel: 415.901.8927 kmcgowne@servicesource.com
Kim Hughes, The Blueshirt Group, Tel: 415.516.6187 kim@blueshirtgroup.com