Siebel eChannel

Enabling organizations to dramatically increase

the effectiveness of managing partner relationships
to increase revenues and customer satisfaction.
What
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an eBusiness solution ensures the customer—and the customer’s history—are recognized every step of

the way, and that the next channel will pick up the line of communication where it left off.

Siebel Systems provides the industry’s most comprehensive family of multichannel

eBusiness applications and services. Siebel eBusiness Applications enable organizations

to create a single source of customer information that makes it easier to sell to, market

to, and service customers across multiple channels, including the Web, call centers, field,

resellers, retail, and dealer networks. By using Siebel eBusiness Applications,

organizations can create a single source of information for tailoring product and

service offerings to meet the unique needs of each customer. The result is an

enhanced ability to satisfy customers virtually anytime, anywhere, through any sales or

service channel.
Siebel e Channel
Siebel eChannel provides the industry’s leading partner relationship management (PRM) solution that

supports the entire process of managing partners over the Web. Siebel eChannel automates the business

processes between organizations and their partners by enabling them to work collaboratively over all

channels to market to, sell to, service, and retain customers.

Support for All Partners service providers, alliance partners,

Siebel eChannel enables organizations
to maximize the revenue generating capacity
of all distribution and partner channels.
It provides support for multiple partner
business models including resellers,
multi-tiered global distributors,
and OEMs. Siebel eChannel increases
channel performance by improving
partner effectiveness and allows
organizations to manage channel
partners as extended virtual sales
and service organizations.

3
 Web-based Partner Portal
Siebel eChannel includes a comprehensive, Web-based partner portal designed to support all

partner activities. This enables distributors, resellers, agents, dealers, and other channel

partners to access appropriate information, resources, and tools to conduct business through

a personalized portal.

Lead and Opportunity Management Literature and Marketing Materials

With Siebel eChannel, vendors and manu-
facturers can equip channel partners with
powerful, industry-leading tools that assist
the collaborative selling process. This enables
them to more effectively manage leads and
opportunities distributed from the vendor,
allowing the channel partner to focus on
high-value prospects. Detailed account
profiles, activities, and critical relationship
tracking for each customer contact can be
shared between the partner and the vendor
to facilitate joint selling.
Siebel e Channel provides content manage-
ment functionality that simplifies the task
of getting the right content to the right
partner. Partners can access a searchable,
multimedia repository of all marketing
collateral, including products, pricing,
discount information, customer success
stories, presentations, brochures, white
papers, and data sheets relevant to their
organizations. Siebel eChannel enables
vendors to share critical knowledge with
channel partners in a timely manner by
controlling partner access and content
publishing and expiration dates.

Siebel eChannel features a personalized partner Web

environment with easy access to information and tools
to increase partner effectiveness.

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Siebel eChannel includes a complete set of
eCommerce features allowing partners to configure
and order products directly from the Partner Portal.
Integrated eCommerce
For reseller relationships, Siebel eChannel
incorporates a rich set of eCommerce cap-
abilities that streamline commerce with
partners. Partners can browse a multi-media
product catalog and easily create online
quotes by choosing items from this catalog.
Sophisticated product configuration tools
ensure that orders for even the most complex
products are taken accurately. And, once
the quote is turned into an order, partners
can track its status on the portal. Pricing
configuration simplifies the process of
supporting multiple pricing models for
different partners or partner types. Thanks
to flexible calculations and rules, partners
always access the appropriate price lists
and discounts.
Service Request Management
Siebel eChannel also offers tools for partners
who provide service to end customers on
behalf of the vendor. These partners can
access a knowledge base of service solutions
or frequently asked questions (FAQs) directly
from the portal. Also, partners can create
service requests on behalf of their customers,
which are then routed to the vendor’s support
organization for resolution. Once the request
is logged, the partner easily tracks its
With the Siebel eChannel
resolution status on the portal. In addition,
Personalized Partner Portal,
vendor organizations can automatically
route service requests to channel partners partners have all the tools
best qualified to serve the customer. and information they need
to ensure overall sales
Partner Finder
Siebel eChannel enables customers who effectiveness and customer
visit a vendor’s corporate Web site to search satisfaction.
for channel partners who best meet their
needs. Customers can perform searches
based on partner type, certifications,
geography, or other criteria.
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 Partner Management
Siebel eChannel offers a robust set of tools for managing all partner activities for all types of partners.
These tools give partner, channel, and alliance managers the ability to manage the full lifecycle of
a partnership, from recruiting and approval to ongoing management. Comprehensive reporting and
analysis tools provide the ability to track and measure partner performance.
Partner Recruitment
Siebel eChannel provides an automated
approach to managing the partner recruitment
process. This includes automated partner
application, certification, and approval
capabilities.
Partner Management Process
Channels and Alliances Management Process
(CHAMP) provides a systematic approach to
driving revenue with and through partners. It
offers true partner relationship management by
integrating the partnership management plans
and goals into the over-all process.
Partner Manager provides comprehensive tools and reports to increase
management effectiveness and forecasting.
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Partner Profile
The Partner Profile provides a central repository
to capture and track all important partner
information. This simplifies partner management
and enhances channel effectiveness. Some
of the critical information includes:
• Addresses
• Revenue
• Sales growth rate
• Certification level
• Expertise
• Key contacts
• Agreements
• Assessments
Partner Tracking
With Siebel eChannel, partner managers
can track all partner activities, including
opportunities, accounts, and service requests
assigned to channel partners. For joint selling
situations, channel sales managers can share
key account and activity information to
improve effectiveness. They can also
use interactive chart views to analyze the
relative performance of channel partners.
Siebel eChannel provides a comprehensive approach to administering
and managing market development funds.
Closed-loop Leads Management
Siebel eChannel includes powerful lead
distribution capabilities. These allow leads
and opportunities to be automatically
assigned to channel partners based on
sophisticated assignment criteria such as
geography, account status, deal size, or partner
expertise. Partners can use the account and
opportunity management tools provided
by the partner portal to maximize the leads
they receive. And channel managers can track
the status of referred leads and activities, and
automatically generate email, pager, and fax
alerts to channel partners inquiring about
lead status. If action is not taken, leads can
be rerouted to another partner
Market Development Fund Management
Siebel eChannel automates the process
of managing market development funds
(MDF) intended to fund joint marketing
Siebel eChannel provides
activities. Partner managers can design
funds that operate on a fixed, accrual, or channel and alliance
mixed basis, select partners and their level management with the
of participation, and track the status of infrastructure and tools
partner requests and fund balances. Partners
they need to be successful.
can also create MDF requests on the portal,
which are automatically routed to the
appropriate partner manager for approval.
Partners can view MDF checkbooks to access
their fund balances and history.
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User Administration
Siebel eChannel enables companies to delegate
user administration capabilities to channel
partner organizations. Visibility is based on
position, so partner employees only access
the information appropriate for their job and
level. Partner administrators can define access
rights and assign and maintain login and
password parameters for each channel user.
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Powerful reporting tools help measure partner performance
by tracking product revenue and analyzing the effectiveness
of marketing campaigns.
Forecasting And Business Planning
Siebel eChannel provides powerful forecasting
tools that allow vendors to more accurately
track channel revenues and view channel
sales opportunities. With features such as
one-button forecast creation and revision,
forecast rollups and reports, and forecast
accuracy analysis tools, Siebel eChannel
streamlines the forecasting process.
Customizable and Upgradeable
Siebel eChannel is designed for organizations of all sizes, in all industries, and its flexible,

Web-based architecture supports a range of integration and configuration requirements.

Siebel eChannel is built on a robust eBusiness application framework that provides for ease

of implementation in complex technology environments.

Screen and Process Configuration Powerful Workflow Support

Siebel eBusiness Applications are based on
an open repository, enabling an organization
to customize the portal to meet its specific
needs. With Siebel eChannel, managers and
administrators perform most configurations
by changing basic, flexible data elements
on the fly. Siebel Repository preserves these
configuration changes even when organizations
upgrade to later versions of Siebel eBusiness
Applications. Template-driven Web pages
can be easily customized to match the
look-and-feel of any corporate identity.
By using Siebel Workflow Manager,
organizations can define business rules
and enforce them across all customer,
employee, and partner activities.
Siebel Workflow Manager provides a
graphical view of the workflow process
development, including full-branching
logic on all values. Complete integration
with email and paging systems ensures sales
representatives and managers are notified
of items requiring their attention through
their preferred communication channel.

Application Integration Assignment Manager

Siebel Systems leads the industry in providing
robust, preconfigured connectors for moving
information seamlessly to and from leading
back office applications and legacy systems.
Additionally, Siebel eBusiness Applications
provide a rich set of tools to build custom
linkages with legacy and external applications
to deliver full integration for sales, order
processing, and finance teams.
Siebel Assignment Manager accurately
assigns and delivers leads to the right
partner based on product interest,
deal size, language, geography, industry,
or any other attributes of the account or
opportunity. By using Siebel Assignment
Manager, companies can minimize
transfer time and prevent mismatched
assignments.

Security XML Data Exchange

Vendor organizations control access to data and
functionality for each channel partner, ensuring
total privacy and avoiding channel conflicts.
Encryption is provided through SSL.
Siebel eBusiness Applications enable vendors
to share and exchange lead, customer, and
eCommerce data between the Partner Portal
and the partner’s own eBusiness system.
.

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 Global Support
Siebel eChannel provides full multicurrency,
multilingual, and Unicode support, enabling
a single logical system to be used by employees
Siebel eChannel supports and customers around the world.
many different languages
Conclusion
and currencies for true Partner relationships play an important
partner relationship role in nearly every organization. Today,
management on leading companies recognize the importance
of managing these partner relationships and
a global scale.
are turning to Siebel eChannel to improve
their effectiveness. Siebel eChannel offers
the most comprehensive solution available
10
today for partner management and
is the leading choice for large and
small organizations around the world.
Incorporating support for all key partner
types and functions, Siebel eChannel
improves the effectiveness of partner
organizations by offering them the tools
they need to be more productive and a
complete environment for managing
all partner activities. Providing seamless
integration with external applications
and a single logical view of all partners,
Siebel eChannel is a key component of an
overall multichannel eBusiness strategy.
Select Siebel Customers
Banking
Banc of America Securities LLC
Banco Atlántico
Bank of America Corporation
Bank One Services Corporation
Barclays Bank plc
Chancellor LGT Asset
Management, Inc.
The Chase Manhattan
Corporation
Citicorp International
Technology, Inc.
Dresdner Bank AG
First USA Bank, N.A.
First Union Corporation
Firstplus Bank
FleetBoston Financial
Corporation
Frank Russell Company
Grupo Bolívar
Harris Trust and Savings Bank
National City Corporation
Nykredit A/S
Royal Bank of Canada
Toronto Dominion Asset
Management
U.S. Bancorp Information
Services, Inc.
Brokerage
Charles Schwab & Co., Inc.
Merrill Lynch, Pierce,
Fenner & Smith, Inc.
OppenheimerFunds, Inc.
Quick & Reilly, Inc.
Salomon Smith Barney, Inc.
Scudder Kemper Investments, Inc.
Van Kampen American
Capital, Inc.
.COM
Stamps.com Corporation
Excite@Home Corporation
Flashcom, Inc.
HSN General Partner LLC
jobs.com Ltd.
LoanCity.com, Inc.
Monster.com, Inc.
Qwest Cyber.Solutions LLC
Women.com Networks, Inc.
Yahoo! Inc.
Communications
AT&T Corporation
Bell Canada
BellSouth Corporation
Bouygues Telecom S.A.
British Broadcasting Corporation
British Telecommunications plc
Cable & Wireless
Communications
Deutsche Telekom AG
France Télécom Mobiles Services
GTE Wireless, Inc.
Infostrada
Lucent Technologies, Inc.
MCI WorldCom, Inc.
Nokia Corporation
Paging Network, Inc.
Qwest Communications
International, Inc.
Telecom Italia Mobile
Telenor Mobil A.S.
Telstra Corporation Ltd.
US WEST, Inc.
Computers
3Com Corporation
Acer America Corporation
American Power Conversion
Corporation
Compaq Computer Corporation
EMC Corporation
Fujitsu Business
Communication Systems
Hewlett-Packard Company
Hitachi Computer Products
IBM Corporation
Siemens AG
Silicon Graphics, Inc.
Sun Microsystems, Inc.
Toshiba Corporation
Unisys Corporation
Consumer Goods
3M Corporation
The Dial Corporation
Hershey Foods Corporation
Kellogg Company
Murphy Brewery Ireland Ltd.
Nestle USA, Inc.
Pepsico, Inc.
The Perrier Group
Quaker Oats Company
Electronics
Altera Corporation
LSI Logic Corporation
Mitsubishi Electric Corporation
Entertainment Pharmaceuticals
Princess Cruises Abbott Laboratories
Universal City Studios, Inc. BASF Corporation
Warner Brothers Bayer AG
Bristol-Myers Squibb Company
Finance Glaxo-Wellcome, Inc.
Groupama S.A. Knoll Pharmaceutical Company
The Nasdaq Stock Market Merck & Company, Inc.
Sotheby’s, Inc. Janssen Pharmaceutica, Inc.
Johnson & Johnson Ltd.
Parke-Davis
Insurance
SmithKline Beecham
AIU/AIG
American General Corporation
Retail
American Re-Insurance Co.
CompUSA, Inc.
Blue Cross Blue Shield
Kmart Corporation
of Colorado
Nike, Inc.
Cigna Corporation
Nordstrom, Inc.
Country Companies
Services, Inc.
Farmers Insurance Group Software
of America America Online, Inc.
GE Financial Insurance BMC Software, Inc.
The Great-West Life Dun & Bradstreet, Inc.
Assurance Company Cadence Design Systems, Inc.
The Hartford Financial Genesys Telecommunications
Services Group, Inc. Laboratories, Inc.
John Hancock Financial IBM Corporation
Services, Inc. Informix Corporation
Manulife Financial Corporation J.D. Edwards & Company
Metropolitan Life Insurance Mentor Graphics Corporation
Company (MetLife) Microsoft Corporation
Mutual of Omaha Companies Novell, Inc.
Nationwide Insurance Companies
New England Financial Transportation
The Northwestern Mutual APL Ltd.
Life Company DHL International Ltd.
Old Mutual plc
Prudential plc
Utilities
The Prudential Insurance
Advanced Planning Systems, Inc.
Company of America
American Electric Power
The Variable Annuity Life
Company, Inc.
Insurance Company
Enron Corporation
Winterthur Group
FirstEnergy Corporation
Williams Energy Services
Manufacturing Yorkshire Electricity Group plc
The Boeing Company
DaimlerChrysler Corporation
Ford Motor Company
General Motors Corporation
Honeywell International, Inc.
Lockheed Martin Corporation
Marvin Windows and Doors
Otis Elevator Co.
Pitney Bowes, Inc.
Renault S.A.
Rockwell International
Corporation
Saturn Corporation
Southwire Company
Volvo Group
 World Headquarters Europe Asia Pacific Japan
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