SUNNYVALE, Calif. -February 24, 2004- Interwoven Inc. (Nasdaq: IWOV), the world's next-generation enterprise content management (ECM) company, today announced that it is driving sales productivity and increased revenue through the Interwoven Channel Management (ICM) solution. This solution connects businesses with their direct and indirect channels through information sharing, business processes, and sales applications to streamline the sales process and realize more profitable channels. The ICM solution integrates with market-leading and custom developed Web portals, mobile devices, and e-mail systems to expand the profit potential of agents, account executives, resellers, and distributors while reducing the cost to support them.

The Need for a Channel Management Solution

In today's highly competitive environment, salespeople, dealers, distributors, customers, and sales-supporting employees require fast and easy access to timely, relevant, and accurate sales information. In addition, members of geographically dispersed sales teams must be empowered to collaborate with each other and with external parties on proposals, contracts, and other documents. Interwoven's Channel Management solution enables organizations to rapidly launch specialized intranets for direct sales channels and extranets for indirect sales channels to fuel sales momentum at costs far lower than previously possible.

Key Benefits to Interwoven-Powered Sales Intranets and Channel Extranets

- Improved channel performance and profitability. The ICM solution empowers direct and indirect sales individuals with the latest product literature, sales tools, and targeted industry information while filtering out irrelevant information to quickly and efficiently move customers through the sales process. The ICM solution complements and connects with sales force automation and customer relationship management systems to provide one-click access to selling resources such as product information and sales tools.

For example, a leading insurance company utilizes the ICM solution to ensure its global network of more than 1000 agents are armed with information about high-margin products within two days of a product's launch. By focusing agents on high-margin products, while providing 24/7 access to key selling tools and market information, this firm tunes its channels for maximum performance and profitability.

- Broader Reach, Stronger Loyalty. The ICM solution enables broader channel reach, expanding the number of markets into which businesses sell their products and services. The ICM solution's highly scalable, multi-channel publishing capabilities enable sales tools and product information to reach a vast number of partners, advisors, account executives, and distributors at a fraction of traditional cost. Personalized channel sites are rapidly deployed to improve agent/broker loyalty and to ensure that businesses maximize the profit potential from high-yield channels.

For example, investment services giant Russell Investment Group builds loyalty with its top-tier advisors and partners through custom extranets built on the ICM solution. Russell maximizes the profit potential from these high-yield channels by targeting specific information and incentives for each partner, thereby increasing the percentage of partner sales that come from Russell funds. Russell has launched nearly 50 custom extranets in a very short period of time; a feat that is made possible only through the ICM solution's capability to launch custom extranets 10 times faster and with 10 times less effort.

"By leveraging the work we have already done, we can roll out a new site in four-six weeks, which previously would have taken months," said Elaine Gibbons, manager, e-business, Individual Investor Services at Russell. "These extranets have given us a competitive edge in large part because we're now communicating more effectively with our advisors." Today, Russell's US advisor extranets alone serve more than 3,000 sales and service professionals."

- Reduced channel support costs. The ICM solution relieves field marketing, product management, and channel support staff by driving partners to self-service avenues available through the portal. The ICM solution's unparalleled ease of publishing ensures that high-value information from marketing and product groups is captured and made available to the channel. In addition, the ICM solution's capability to organize and target this information enables intuitive navigation and precise self-service search within the portal to drive down the operational cost of channel management.

Interwoven customer Toshiba America Business Solutions (TABS) initially implemented the ICM solution to underpin two extranets and its external Website. The company then implemented BEA's WebLogic Portal Server to aggregate sales and channel applications into a single view and the ICM solution to extend sales content directly to the dealers. Today, some 350+ dealers and distributors with 15,000 users use the portal to drive $1 million in transactions daily. Toshiba's FYI Portal enables Toshiba to realize a reduction in channel support costs of $350K annually, including printed and Web materials. TABS' focus on dealer adoption of the FYI Portal, combined with ease of use and integration with back-end systems, has driven 95% of all dealer orders to be placed through the FYI Portal. Also, the success of the portal earned TABS the 2002 "Channel's Choice Award," an award given by the dealer community and the Business Technology Association for providing superior training and dealer services.

"Interwoven has helped us dramatically lower the costs of internal processes so that we can provide everyone - both internally and externally - information critical to sales and support for one of our multi-million dollar business channels," said Denise Wallace, director, eBusiness Planning and Development at Toshiba America Business Solutions.

Additionally, the ICM solution is a powerful asset to ensure compliance across all channels. It has powerful capabilities (audit processes, version control, rollback) to ensure that channels acting on behalf of a company are using the latest, compliant version of information with customers and prospects. Also, through integrations with leading portals, businesses can track downloads by channel to identify those who are not yet using compliant materials and update them proactively.

ICM Solution Components and Future Enhancements

Today the ICM solution integrates with leading portal providers such as BEA, IBM, SAP, and custom-developed systems. ICM leverages Interwoven's flagship TeamSite Content Server, Interwoven MetaTagger, and Interwoven OpenDeploy to deliver a complete channel management content solution. Additional offerings from Interwoven that complement the ICM solution include Interwoven MediaBin Asset Server software for digital asset management and Interwoven WorkSite Collaboration and Document Server software for sales collaboration and document management. Based on a service-oriented architecture, which can integrate enterprise applications across servers and network boundaries, the Interwoven ECM platform provides a flexible technology solution to streamline the development, integration, and deployment of efficient, productive channel portals. For many existing Interwoven customers it is becoming a best practice to extend their current content management implementation to a mission-critical sales portal.

"Effective channel sales teams are imperative in today's competitive economic climate, and Interwoven can point to many implementations that exemplify how global businesses use Interwoven to manage critical corporate content and profitable channel portals," said Chris Cummings, vice president of sales and distribution solutions at Interwoven. "These portals, based on the ICM solution, empower the enterprise's extended sales team through self-service delivery of the most relevant sales information-and ultimately the results are lower costs for channel support and greater productivity for direct and indirect salespeople."

To learn more about the ICM solution, there will be a complimentary Webinar entitled, "Maximize Channel Profitability Through Effective Channel Extranets" on March 3, 2004 featuring John Stingl, CTO at Russell Investment Group and Karl Porter, manager of Web services at Russell Investment Group. To register visit http: http://www.interwoven.cn/events/online/channel/index_press.html.