PRM Field Shrinks With Latest Merger Deal

In the latest wave of partner relationship management consolidation, ChannelWave Software last week merged with Aqueduct, a provider of hosted managed services.

ChannelWave, Cambridge, Mass., specializes in PRM, and Aliso Viejo, Calif.-based Aqueduct focuses on business-to-consumer and business-to business e-commerce and services. The new company, to be called ChannelWave, will maintain offices in both locations.

Aqueduct's expertise in order capture and order management is a great fit for ChannelWave's strengths in funds and lead management, said Louis Columbus, senior analyst at AMR Research.

Plans call for Rob Hagen, formerly CEO of Aqueduct, to serve as CEO of the combined company. Chris Heidelberger, who held that post at ChannelWave, will become president of the merged company and manage sales, marketing and business development.

Vendors use PRM systems to manage relationships and communicate with resellers and distributors. Resellers use the technology to track quotas, market development funds and inventory.

PTC, a Needham, Mass., engineering software maker, recently upgraded its ChannelWave application, which it used to manage resellers, said Peter Jarman, PTC's director of channel development. With the update, PTC funneled a lot of once-proprietary company data into a "protected access" ChannelWave application, he said.

In other PRM consolidation, earlier this year Click Commerce acquired Allegis. "Click Commerce was good at post-sales and service life-cycle management," AMR's Columbus said. "Allegis provided a front-end engine to handle funds management."