NBase-Xyplex Chooses Channelwave 2.0 Sales Extranet for
Quoting and Forecasting
CAMBRIDGE, Mass.--(BUSINESS WIRE)--Feb. 8, 1999--
Leading Vendor of Network Access Products Web-Enables its Sales Force With State-of-the-Art
Application
ChannelWave today announced that NBase-Xyplex, a leading provider of enterprise network solutions, will
use the ChannelWave 2.0 sales extranet solution to forecast sales, configure quotes, and distribute prices
lists. NBase-Xyplex, based in Littleton, Mass., is a wholly owned subsidiary of MRV Communications, Inc.,
(NASDAQ:MRVC). NBase-Xyplex manufactures hardware and software to simplify the tasks of managing
wide area networks (WANs) for optimum throughput and cost control.
An expert in network access, NBase-Xyplex wanted a system that could be used by its internal sales
organization for quoting, pricing, and forecasting and be extended to resellers. The company needed a
system that could provide up-to-date sales information instantly about its ever-advancing line of switches,
routers, hubs and remote access servers. NBase-Xyplex was also looking to replace time-consuming
manual forecasting with ChannelWave's automated forecasting module. This module collects forecast
information as quotes are made, giving sales complete and up-to-date revenue forecasts while informing
manufacturing about upcoming inventory requirements.
"We looked for an accessible system that was both packaged and flexible," explained Charlie Demers,
Vice President of Sales at NBase-Xyplex. "We wanted a solution that we could deploy within three to five
months. We also needed a system that could be customized to look like the spreadsheets our salespeople
were using and could be extended to our resellers. ChannelWave meets these needs."
"NBase-Xyplex selected ChannelWave for our ability to rapidly deliver a turn-key solution customized to their
needs. By providing NBase-Xyplex with ChannelWave 2.0, they are building a foundation for future
applications such as electronic commerce and channel marketing that will likely become mission critical
over the next 24 months," said Chris Heidelberger, president and chief executive officer of ChannelWave.
Using manual price books and basic spreadsheets, NBase-Xyplex sales representatives spent valuable
time managing pricing changes and generating quotes. ChannelWave provides the entire corporation with
accurate information and a consistent quoting process. The quoting and forecasting process and database
can be rapidly standardized and centralized because ChannelWave 2.0 is designed to require only a
standard web browser and email access. This Internet architecture eliminates problems relating to installing
and synchronizing complex client software on the computers of field sales representatives. ChannelWave
2.0 will enable NBase-Xyplex sales representatives to access the latest pricing information, and enables
quotes and proposals to be generated in real time as customers detail their needs. The ChannelWave
system will also check quotes for errors using configuration rules and logic and will alert sales
representatives in real time of potential illegal configurations.
At corporate headquarters, ChannelWave will integrate with MRP and accounting software. By combining
data from several sources, orders entered into the ChannelWave system will be transferred smoothly to
finance and inventory management. At headquarters and in the field, the ChannelWave application supports
sales forecasts, based on the central database repository and constant field updates to it. ChannelWave's
integration with the NBase-Xyplex MINX MRP system will provide NBase-Xyplex salespeople with precise
pricing and product information for constructing reseller quotes. The ChannelWave system will support
pricing, configuration and forecasting both nationally and internationally.
About NBase-Xyplex
NBase-Xyplex, a wholly-owned subsidiary of MRV Communications, Inc. (NASDAQ:MRVC), is a leading
provider of enterprise LAN/WAN solutions. NBase-Xyplex helps businesses to manage the enterprise
edge, where corporate networks meet service providers and the wide area public network. NBase-Xyplex
solutions are based on the highly flexible WANScape(TM) software architecture, and they include a range of
cost-effective modular and standalone platforms. These products, which use leading-edge technologies
such as Fast Ethernet and Gigabit Ethernet, are backed by a renowned service/support organization.
NBase-Xyplex customers include the Bay Area Transit Authority, Labatt Breweries of Canada, MediaOne,
South African Airways and COMSTAT Mobile Communications. For more information, call 978-952-4700
or the toll-free sales line at 800-338-5316, or visit xyplex.com.
About ChannelWave
ChannelWave (formerly VirtuFlex), based in Cambridge, Massachusetts, develops markets and supports
Partner Relationship Management applications. The company was founded in 1994 with the mission to help
corporations overcome their channel communication and management problems. ChannelWave focuses on
the creation of channel sales extranets to include such functions as channel communication, lead
distribution, reseller profiling, pricing, product configuration, sales forecasting, order processing and product
feedback. ChannelWave customers include 3Com and Nortel Networks. For more information, visit the
ChannelWave Web site at channelwave.com or call (617) 497-8006.
CONTACT: ChannelWave
Bonnie Plottner (617) 497-8006 x 30
bonnie@channelwave.com
or
Harpell/Martins Public Relations
Jessica Fetterman, (978) 461-0202 x 47
jfetterman@harpell.com
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