CRM Triple Crown! Pivotal Wins Third Top Microsoft Award

Pivotal Relationship™ awarded ‘Best Overall Customer Management Solution’ over other finalists Aurum and Onyx


Bellevue, WA, December 9, 1998 — Pivotal Corporation and Microsoft Corporation (NASDAQ:MSFT) announced today that Pivotal has been awarded ‘Best Overall Customer Management Solution’ in Microsoft’s prestigious customer management Industry Solutions Awards for 1998. The judges for this awards competition were leading CRM industry analysts and experts and the rigorous judging criteria was based on proving tangible, real-world customer benefits such as ROI, increased productivity and improved performance of sales, marketing, and customer service operations. In winning this award, Pivotal Relationship beat out solutions from finalists Onyx Software and Aurum/Baan, as well as other industry rivals such as Siebel Systems and Vantive Corporation.

The judges evaluated Pivotal against a range of critical business metrics including delivering customer ROI, product scalability, ease of deployment, integration with other applications, and technical architecture. The ‘Best Overall Customer Management Solution’ was awarded for a production implementation of the Pivotal Relationship 360º Customer Relationship Management application suite at Government Computer Sales, Inc., a leading reseller of computer equipment for public sector enterprises. The Pivotal Relationship solution at Government Computer Sales has resulted in margin increases of nearly 50 percent, greater penetration of customer accounts and decreases in training costs and customer support overhead. This solution has also allowed GCSI to become better aligned with the unique needs of its individual customers.

"No CRM industry accolade is more prized and hard-fought than Microsoft’s ‘Best Overall Customer Management Solution’," said Norm Francis, president and CEO, Pivotal Corporation. "As a three-time Microsoft award winner, we challenge any vendor in our class to match Pivotal’s customer success and product leadership on the Microsoft platform. While numerous CRM software vendors like Siebel and Onyx continually promote 100 percent customer satisfaction, we are extremely pleased that an eminent, impartial industry panel has again singled out Pivotal as superior when it comes to delivering irrefutable customer benefits. An award like this is worth a thousand slogans."

"This award stands as testimony to the powerful benefits Pivotal has delivered to our business," said John Powers, vice president of marketing at Government Computer Sales, Inc. "We were eager to have our Pivotal CRM system evaluated for this award because it has so dramatically delivered on the promise of 360 degree customer relationship management. It has helped GCSI to increase sales, unify our front office operation, and better anticipate our customers’ needs. Pivotal Relationship is having a strong, positive impact on our business and we’re delighted to have supported Pivotal in this awards competition."

"Industry awards, such as this one, speak volumes about a company’s ability to create innovative solutions and deliver real value to the marketplace," said Chris Fletcher, senior analyst, Aberdeen Group and judge for the Microsoft Industry Solutions Awards. "The independent panel of judges, conducted an exhaustive evaluation of competitive customer management solutions from dozens of participants and concluded that the innovative, powerful combination of Pivotal and GCSI deserved industry top honors."

Pivotal Corporation enables large and medium-sized businesses worldwide to make, serve, and manage customers with superior speed and efficiency by providing XML-based demand chain networks that deliver personalized customer experiences across every touch point in real-time. These networks unify Internet commerce, CRM, eSelling, and wireless technologies to manage collaborative relationships between customers, business partners, and employees; guide intelligent commerce transactions across multiple channels; seamlessly integrate the demand chain with the supply chain; and fully exploit Microsoft platform standards.


Pivotal solutions are sold in 35 countries and are available in English, French, German, Spanish, Portuguese, Swedish, Japanese and Chinese. Pivotal's worldwide customer base includes more than 1,000 organizations in traditional, commercial and public market sectors and the new digital economy, including KPMG, Intrawest Corporation, Emerson Electric, US Filter, Ericsson, Nissan Motor Corp., HarperCollins Publishers, Qiagen Inc., Deutsche Bank, Trader.com, Southern Company, Lucent Technologies, Inc., NEC, Deloitte & Touche, Principal Financial Group and Red Cross Australia.


Pivotal is a public company traded on the NASDAQ under the symbol “PVTL” and the Toronto Stock Exchange under the symbol “PVT.” More information can be found on the corporate Web site at http://www.pivotal.com.

This release contains certain forward-looking statements that involve a number of known and unknown risks, uncertainties and other factors that may cause actual results of events to differ materially from those anticipated in our forward-looking statements. Factors that could cause actual results to differ materially include: rapid technological changes in the industry; volatility in the market price of the company's common stock; the company's ability to successfully manage its growth; the ability to maintain and grow successful third party relationships, to improve current products and develop new products, to adequately protect the company's proprietary rights, and other factors as described in the company's SEC filings. Although we believe that the expectations reflected in our forward-looking statements are reasonable, individual results may vary, and we cannot guarantee future results, levels of activity, performance or achievements or other future events. Moreover, neither we nor anyone else assumes responsibility for the accuracy or completeness of forward-looking statements. Jacqueline Voci
Tel: 425.897.6992
Fax: 425.897.8401
Email: jvoci@pivotal.com