Segway Leverages Salesforce PRM and Salesforce SFA to Manage and Support Global Dealers and Distributors

Integrated PRM and SFA on-demand business applications deliver greater channel visibility

SAN FRANCISCO — December 14, 2006 — Salesforce.com [NYSE: CRM], the market and technology leader in on-demand business services, today announced that Segway Inc. has deployed Salesforce PRM, Marketing and SFA to manage and support its authorized dealers and distributors in 62 countries around the world. Leveraging the Salesforce solution for partner relationship management, Segway achieves a single, integrated view of both its direct and indirect channels to minimize channel conflict and maximize partner adoption of the solution.

Segway is one of the 27,100 companies of all sizes, industries and geographies that comprised the salesforce.com customer base as of October 31, 2006. Revenue and subscribers will be recognized as the service is delivered.

"Ninety percent of our sales are facilitated by our channel partners, so it is very important to us that they are effective and meeting their targets," said Chris Gorglione, product manager at Segway. "Salesforce provided an easily customizable solution that allowed us to get up and running quickly to share and track sales leads between our organization and all of our channel partners."

Segway has automated partner lead assignment so the company can easily track, measure and continually improve its marketing and channel effectiveness. Segway uses Salesforce to capture information from visitors to its Web site and leverage those contacts for ongoing marketing campaigns. Lead assignments are made to dealers and distributors based on geography and Segway provides incentives to those partners to transition those prospects into customers. Because Salesforce allows Segway to track the sales cycle from lead to sale, the company has been able to refine its efforts in order to maximize its resources, as well as ensure the success of its channel organization. Segway also integrated its Salesforce solution with an existing Oracle enterprise resource planning system so the company can easily anticipate and plan for manufacturing demand.

Segway deployed Salesforce PRM to manage its complete partner program, including:

  • Partner Portal — Partner portals enables partners to access sales and marketing information in an easy-to-use, secure Web site that ensures high partner adoption
  • Lead and Campaign Management — enables the company to route leads to the right partners to ensure high lead conversion rates and campaign ROI
  • Partner Training — automates the sharing of key training information with partners to get them up and running quickly
  • Channel Reporting — complete visibility across Segway's direct and indirect channels shows where business is coming from so sales managers can make the right decisions about their business
"Partners are embracing the Salesforce PRM solution. We are seeing a high level of adoption and receiving quality data. The Salesforce solution provides the right information for our partners on an intuitive and accessible Web site," said Gorglione. "With these benefits, we now have visibility into the sales cycle and have been able to identify which lead-generating programs deliver the best return so we can focus our marketing and sales efforts accordingly. Salesforce is proving to have a very positive effect on our business."

About Segway

Segway Inc. develops intelligent motion control technology known as Segway® Smart Motion™ that is embedded in the light electric transportation devices it manufactures, such as the well-known Segway® Personal Transporter (PT). Segway Smart Motion provides intelligent motion control that enables a device to monitor its environment, control its motion and make decisions about how it should move.

Segway markets a full line of zero-emissions Segway PTs for sidewalk and cross-terrain use that deliver impressive energy efficiency — equivalent to 450 miles per gallon/191 kilometers per liter of fuel. The company's line of Segway Robotic Mobility Platforms (RMPs) offers reliable, durable mobility solutions for robotic applications.

Segway Inc., based in Bedford, N.H., U.S.A, has a worldwide distribution network of more than 250 retail points in 62 countries. For additional information about Segway and to find retail locations, please visit www.segway.com or call 1-866-4SEGWAY.

About Segway

Segway Inc. develops intelligent motion control technology known as Segway® Smart Motion™ that is embedded in the light electric transportation devices it manufactures, such as the well-known Segway® Personal Transporter (PT). Segway Smart Motion provides intelligent motion control that enables a device to monitor its environment, control its motion and make decisions about how it should move.

Segway markets a full line of zero-emissions Segway PTs for sidewalk and cross-terrain use that deliver impressive energy efficiency — equivalent to 450 miles per gallon/191 kilometers per liter of fuel. The company's line of Segway Robotic Mobility Platforms (RMPs) offers reliable, durable mobility solutions for robotic applications.

Segway Inc., based in Bedford, N.H., U.S.A, has a worldwide distribution network of more than 250 retail points in 62 countries. For additional information about Segway and to find retail locations, please visit www.segway.com or call 1-866-4SEGWAY.