© 2014 Revitas, Inc. All rights reserved 1 | P a g e

Channel Management Solution Accelerate Revenue through Your Channel While Increasing Engagement, Loyalty and Sales Productivity with Your

Channel Partners Revitas™, an established leader in Channel Management working with some of the world’s largest channel businesses, provides a solution which is purpose-built for improving channel incentive programs, trading partner relationships, and product sales through channel. Revitas does this by managing your channel operations to increase the value and lower the cost of channel sales. In addition, Revitas provides a comprehensive and scalable platform integrated with CRM and ERP applications to validate payment processing, simplify channel revenue operations, and deliver exceptional business analytics for evaluating your channel results. The results for organizations working with Revitas Channel Management increase the efficiency of programs in the range of 5-10% of their annual incentive programs investment for channel. Typically, the larger the investment and revenue expected, the more Revitas Channel Management can help to accelerate revenue, lower cost of sales, and encourage trading partners to do business, resulting in improved channel partner satisfaction. Why are organizations partnering with Revitas to improve their Channel Management processes?

Manufacturers, including those in high-tech, industrial, durable goods and a wide range of other industries, have been put under pressure by transformative change affecting indirect sales channels. In high-tech, the advent of cloud has changed how channel partners participate and receive payment on product sales. In all industries, the Internet provides customers with better access to product information at much earlier stages in the buying process, and allows customers to control the point of purchase. Within this climate of change, the competition to attract and retain high-value reseller partners has also intensified. As a result of all of this transformative pressure, manufacturers have an urgent need to evolve their incentive strategies more rapidly. To do this well, they require better channel intelligence. In addition, most manufacturers have identified the need to improve channel partner relationships – such as by providing them with more visibility to programs – as a key business objective necessary to meeting their goals for revenue growth. Revitas has identified four strategic business objectives which organizations are demanding today from Channel Management solutions, which are: increase channel revenue, reduce the cost of channel sales, obtain better channel intelligence, and strengthen trading partner relationships.

© 2014 Revitas, Inc. All rights reserved 2 | P a g e

Revitas offers a purpose-built solution for Channel Management, which is designed to assist your teams in obtaining these strategic objectives. The result for your business is to establish best-in-category channel practices which deliver immediate and sustained competitive advantages for your product sales through channel and your channel partners. Improve Your Incentive Program Effectiveness with Channel Incentive Management Channel incentive management requires capabilities supporting all steps in the process of defining, introducing, managing and evaluating incentive programs offered to channel sales teams. Revitas provides these capabilities on a best-in-class platform designed to support global, distributed channel teams working with 10’s of thousands of channel partners worldwide, and offering thousands of incentive programs per quarter. Typical Revitas customers invest hundreds of thousands of dollars annually in incentive programs, which equates on average to between 3-5% of the revenue received. With Revitas Channel Management, organizations gain these advantages for incentive program management:

For Channel Sales and Marketing: The capability to define and offer a full range of better targeted, more strategic and effective incentive programs

For Channel Sales, LOB, and Finance: Analytics of which incentive programs have produced revenue in your channel and at what cost, to enable selection and investment in better-performing incentive programs

For Channel Sales and Marketing: Workflow support for all steps in authoring, redlining, negotiating, and approving new incentive programs and product sheets, both internally and with your select trading partners

For Finance: Calculation and validation that incentive payouts are accurate, and paid to eligible trading partners on sales of eligible products, thus reducing margin erosion

For Finance: Accruals calculation in alignment with actual participation in channel incentive programs

According to leading firms like Forrester and Accenture, most manufacturing teams are limited to offering “vanilla” incentive programs due to their lack of systems support: offering more targeted and better performing incentive strategies is simply too complicated to manage with current systems. In addition, the incentive strategies being used are high-cost and low-return, as well as being over-paid; Accenture estimates that the size of the over-payment in a typical indirect channel is up to 10% of the total investment. Revitas incentive management capabilities enable organizations to gain more value from their overall incentive investment, as well as to avoid the significant over-payments inherent to most channel financial operations. Strengthen Your Channel Partner Relationships Revitas Channel Management enables delivery of better performing incentive programs, which encourages partners and inherently strengthens relationships. In addition, Revitas also offers:

Faster, more accurate incentive payout to participating channel partners

Better and more timely communication to channel partners, on available incentive programs, their terms and the partner’s participation level in those programs, and sales productivity

“As much as 10 percent of the typical

high-tech company’s indirect channel

partner incentives are overspent, or

are generating an insufficient return

on investment. This equates to

annual overspend for a typical $10B

manufacturer, with 80% revenue

contributed by channel, on average

between $16M and $32M.”

Accenture, Summer 2014 report on

“Improving the ROI of Indirect

Channel Incentives”

© 2014 Revitas, Inc. All rights reserved 3 | P a g e

Partner Portal self-service access to reporting and business analytics useful towards helping partners make better business decisions in working with your organization

Examples of the rich analytics intelligence available to your organization, and which you can offer to your trading partners includes:

Evaluation of sales trends, by partner, YoY and QoQ

Participation by the partner in eligible incentive programs, including use of Marketing Development Funds (MDF) and participation in deal registration opportunities

Comparison of the performance and participation of the trading partner against others in their category or region

Evaluation of the mix of products being sold by the partner

Evaluation of the penetration of strategic market segments by the partner Gaining access to this type of business intelligence will deliver continuous improvement for your partner engagement, by enabling your teams to evaluate partners accurately, promote and reward those which offer highest value to your business, and identify characteristics of successful partners to inform recruiting and training efforts. Leverage Channel Investments More Effectively for Product Line Strategies In addition to benefits delivered to Channel Sales and Marketing, Revitas Channel Management also enables better visibility and alignment with channel efforts for Product Line-of-Business (LOB) leaders. Executives and practitioners within these teams can leverage channel more effectively, by use of:

Exceptional analytics and reporting, to guide the investment of future go-to-market channel investments, product introductions through channel, and partner recruiting to support new markets and business opportunities

Visibility to sales productivity and cost of sales through channel, for product lines

Proof-of-reporting to support the proposal of new GTM plans and investments, as submitted to leadership teams

© 2014 Revitas, Inc. All rights reserved 4 | P a g e

Integration to participate in the plan process as new incentive programs and partner recruitment plans are proposed by the Channel Team in support of the LOB strategies

Organizations working with Revitas Channel Management capabilities experience: continuous improvement of product line programs and GTM planning; accelerated product sales through channel; and, better visibility of cross-functional operations supporting GTM activities for product teams. Revitas Channel Management: Summary of Key Capabilities Revitas provides capabilities in three areas, which are integrated to work seamlessly together and support your channel operations:

Authoring of incentive programs, partner agreements, product sheets and NDA’s;

Simplifying revenue operations in channel; and,

Analyzing channel performance.

The Revitas Channel Management solution provides all of these capabilities. Added Self-Service Portal capabilities are also available, to extend the value of your portals with secure access to channel analytics for your partners. Authoring Capabilities for Incentive Programs, Partner Agreements, Product Sheets, and NDA’s Single, centralized repository for incentive programs,

partner agreements, product sheets and NDA’s

Automated, rule-based workflows and alerts for programs and agreements authoring

Red-lining and version control, for programs and agreements

Management of milestone and other performance obligations, as stated in incentives and agreements

Secure, audit-ready, role-based access control

Notifications of upcoming agreement expiry

E-Signature, mobility and self-service retrieval

CRM integration

Enterprise-class scalability and performance, handling 10’s of thousands of incentive programs, agreements and NDA’s

Advanced, high-performance keyword and meta-data search

Robust business intelligence to enable reporting on status of programs, agreements and NDA’s

Advanced analytics for best practice identification and propagation, workload analysis and remediation strategies

Division-based custom control of incentive/agreement terms, workflow process, approvals, and roles to fit your large-scale business process requirements

Support for multi-language, multi-currency and global,

scalable deployment

Capabilities for Simplifying Revenue Operations for Channel Calculation and validation of partner incentive

payments, in alignment with defined incentive programs and partner agreements

Audit-ready reporting on validated payments, to prove partner and product eligibility

Pre-defined templates for a wide range of popular incentive strategies, such as stacked incentives, discounts, SPIFFs, and claims

Deal registration tracking and reporting, with integration to calculated payouts for eligible partners

MDF participation and activities tracking

Accruals calculation

CRM and ERP integration

Advanced analytics for performance evaluation of incentive programs, partners, and product sales through channel

Built-in Dashboard reporting for fast assessment and drill-through

© 2015 Revitas, Inc. All rights reserved 5 | P a g e

Why Revitas? If your organization depends on channel, then Revitas offers significant benefits and competitive advantages to your business. The Revitas Channel Management solution is the only solution purpose-built for large enterprise, with scalability and flexibility to fit to your diverse channel requirements. Self-service portal capabilities extend the value of Revitas Channel Management to your partners. Exceptional business analytics complete the solution, delivering fine-tuned insight and control over every aspect of your channel operation. Our solutions are implemented in companies across a wide spectrum of industries including Pharma, Aerospace, Industrial, High-Tech, CPG, Healthcare, Product Manufacturing and others.

For more information on how Revitas Channel Management can help your organization to accelerate revenue through your Channel while increasing engagement, loyalty and sales productivity with your channel partners, visit us at: www.Revitas.com You can also request a detailed product demonstration as well as a custom business value ROI assessment, from your Revitas sales representative.