Symbol Technologies Increases Channel Revenue With SumTotal Systems

Certification and training initiative powered by SumTotal Enterprise Suite helps drive significant increase in channel revenue and significant reduction in technical support calls

MOUNTAIN VIEW, CA (January 26, 2005) - SumTotal Systems (NASDAQ: SUMT), the industry’s largest provider of learning and business performance technologies, services and processes, today announced that Symbol Technologies, Inc. (NYSE: SBL), The Enterprise Mobility Company™, has deployed SumTotal technology to help power its PartnerSelect Program, an initiative designed to increase channel partner revenue and customer satisfaction by better selling and implementing Symbol mobility products and services.

Symbol, which has a channel-centric sales model, recently made mobility products the main focus of its business. These products were much more complex than its original software products, requiring new selling and implementation skill sets for the company’s channel partners. Symbol needed a way to bring its partners up to speed on the new product lines, keep them current on information about thousands of its other products and help them become more proficient in selling both product lines. To accomplish this, Symbol chose the SumTotal Enterprise Suite to help drive PartnerSelect, which delivers consistent, timely information, training and certification programs to its diverse international partner population.

Based on the type and level of partnership for which a reseller or distributor applies, Symbol assigns it specific certification requirements. Using SumTotal’s comprehensive certification functionalities, Symbol developed a variety of program tracks to certify partners at each level. The company also helps partners design blended learning programs including courses, exams, information and other internal and external activities to help them move to the next partnership tier. Top tier partners exhibit the highest competency in selling Symbol’s products and generate the highest revenue, earning more incentives and discounts from Symbol as a result.

“To stay competitive in the marketplace, we must continue to find faster and less expensive ways to bring new products to market, while ensuring that our channel has the knowledge and quality standards to sell and service our products,” said Shafiq Hajee, director, education services at Symbol. “More of our partners are participating in our certification programs despite the increased depth of content, because the programs have made them more successful. By using SumTotal, we get an accurate, up-to-the minute measurement of which partners are really reading and absorbing the material. It’s the only place for accountability and for metrics. That’s what makes it so powerful.”

Symbol currently has hundreds of product- and program-certified partners, and continues to certify them at a rate of more than 20 per month. Using SumTotal’s 100% Web-based solution, Symbol can now offer certifications at no charge to encourage more participation from smaller and non-US companies.

As a result of its implementation of the PartnerSelect program, the company has seen a direct correlation between the number of partner certifications and increases in the channel’s revenue stream. In the last five years, the proportion of partner revenue has increased by over 15%, compared to direct sales revenue. In addition to driving revenue, partners in the program also have shown much faster time-to-competency. For example, Symbol recently introduced a new wireless switch and within three months, 100% of the relevant partner companies were certified on the use and benefits of the product.

By providing its partners with technical certifications in addition to sales certifications, Symbol also has seen a direct correlation between the increase in certifications and a reduction of support calls regarding basic problems.

Symbol also has integrated the SumTotal Suite with the company’s sales force automation solution. This enables Symbol to streamline the assignment of sales leads and referrals to each partner after the system has confirmed that company’s competency and certification levels. Those partners demonstrating the highest level of competency and achieving the highest level of certification become “preferred partners,” and are put at the top of their regional lists to receive qualified leads.

About Symbol Technologies

Symbol Technologies, Inc., The Enterprise Mobility Company™, is a recognized worldwide leader in enterprise mobility, delivering products and solutions that capture, move and manage information in real time to and from the point of business activity. Symbol enterprise mobility solutions integrate advanced data capture products, radio frequency identification technology, mobile computing platforms, wireless infrastructure, mobility software and world-class services programs under the Symbol Enterprise Mobility Services brand. Symbol enterprise mobility products and solutions are proven to increase workforce productivity, reduce operating costs, drive operational efficiencies and realize competitive advantages for the world's leading companies. More information is available at www.symbol.com.

About SumTotal Systems, Inc.

SumTotal Systems Inc. (NASDAQ: SUMT) is the business performance and learning technology industry’s largest single provider of technologies, processes and services. Formed by the merger of industry pioneers Docent and Click2learn, the company is uniquely focused on helping organizations harness and manage mission-critical intellectual power to solve real-world business problems and produce significant bottom-line results. SumTotal has helped accelerate performance and profit for more than 600 of the world’s best-known companies, including Microsoft, Cingular Wireless, Vodafone, Lucent, Accenture, Cendant, Harley-Davidson, Wyeth, Wachovia and D & B. SumTotal Systems is headquartered in Mountain View, CA, with offices throughout the US, as well as in London, Paris, Heidelberg, Sydney, Tokyo and Hyderabad, India.

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