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Technology Stocks : BroadVision (BVSN) -- Ignore unavailable to you. Want to Upgrade?

To: Leeza Rodriguez who wrote (2089)	10/9/1999 10:55:00 AM
From: Beltropolis Boy	Read Replies (2) \| Respond to of 3773

>...the BVSN mission is to provide a robust personalized e-commerce server that can dynamically upsell and crosssell products.< my first dive on this board, so if you'll excuse the splash and allow me to float off of leeza's swell post, i had the opportunity to see a BVSN product presentation earlier this week AND i stayed awake the entire time! didn't nod off once. not an easy feat, believe you me. fwiw, we've inked a deal with BVSN as an integration partner (i'd rather not namedrop as i don't yet see us on their website, plus, you know, i'd like a modicum of anonymity when it comes to the Man). anyhoo, leeza is on the money. the presentors continually stressed their apps' real-time, dynamically generated, personalized content using a minimum number of screen templates. one small example: say some consumer is interested in this slick SuperScript printer, but hey, let's put up the color Photo Stylus one too, cuz you know, they might wanna go top-shelf. and while we're at, slap a couple printer cartridges up there too. (ok, maybe i'm easily impressed.) similarly, their MO is to sign 90-day contracts to get their customers web presence pronto, cuz many of these retailers are finding that they're late to the party and someone's already stuck their d*ck in the mashed potatoes (is that with an 'e'?). someone in the group asked about training and guess what? they're swamped by requests, much less trying to provide training certification to their partners. i gathered that Andersen Consulting is already off and running. gotta run and get my morning joe and hash browns(!). hope this helps, -chris.

To: Leeza Rodriguez who wrote (2089)	10/9/1999 11:06:00 AM
From: Beltropolis Boy	Respond to of 3773

over a week old, but here's a VAR Business interview with veep Eric Schillig that i thought might interest the board. ----- VAR Business September 27, 1999, Issue: 1524 Section: News & Analysis New Channel Architects -- BroadVision Builds E-Partner Model T.C. Doyle Redwood City, Calif. - Much has been written about e-business software vendors reshaping customers' businesses. Less is known about how these same companies are redefining product distribution. BroadVision Inc., a developer of e-business software that helps businesses manage customer/vendor relationships, is an example. Sixty percent of BroadVision sales today involve partners. But BroadVision still handles the sale of licenses, still deploys a nationwide sales force and still communicates directly with partners. Distributors? Not needed in this new age model (at least in the United States), says Eric Schillig, BroadVision's vice president of channel sales. As channels architect, Schillig is responsible for recruiting, enlisting and retaining alliance partners. This week, he chatted with VARBusiness executive editor/news T.C. Doyle about BroadVision's new plans, which includes the company's first Market Development Fund program and its first stab at certification. VARBusiness: How long have you been focused on partners? Schillig: We were founded in 1993, but only in the past 18 months have had something more than an ad hoc partner program. VB: Who is on the short list? Schillig: You know them. The Big Five consultants. The big SIs like CSC [Computer Sciences Corp.] Plus, there's the up-and-coming Web integrators and the Sapients of this world, plus real VARs. VB: Real VARs? Schillig: Yes. They build extensions to our software and are especially helpful in vertical markets. VB: What about numbers? Schillig: Today, we have 25 or so key partners. It could be 200 tomorrow due to the requests. But a year from now, it will likely be many more than today's levels. VB: What would you say is their contribution? Schillig: In North America, I'd say partners accounted for no more than 25 percent of revenue at the beginning of the year. Now, it's more like 60 to 70 percent. But they don't resell licenses; they provide services. The key thing is their influence. They tell customers what they should invest in. VB: Is this the future model? Schillig: I'd say so. We'll keep direct field reps involved in license deals and we'll give our partners the services revenue. This model keeps our direct reps and our channel reps motivated, and it provides huge opportunities for our partners. VB: So, what's next? Schillig: Two things: People who manage accounts cannot drive demand generation programs, so we'll have some sort of MDF program for partners. And we should have some training and certification for the first quarter.