Pivotal Relationship 98 Wins Coveted Crossroads 99 A-List Award

Pivotal Corporation's winning streak continues with award for 'Customer Asset and Profitability Management' from leading analyst firm, Open Systems Advisors, Inc.


North Vancouver, BC, January 19, 1999 — Pivotal Corporation and Open Systems Advisors, Inc. (OSA) announced today that Pivotal Relationship® has been named to the Crossroads 99 A-List Awards. OSA's Crossroads A-List Awards identify the best new enterprise solutions—proven for today's challenges. Pivotal won this award based on customer references from early adopters of their award-winning product, Pivotal Relationship®. This award comes on the heels of Pivotal winning the 'Best Overall Customer Management Software' award in Microsoft's (NASDAQ:MSFT) Industry Solutions Awards and the recent announcement that one of its customers, Holophane Lighting, was selected as the recipient of the First Annual 'Sales and Field Force Automation Magazine Customer Interaction Award'.

Open Systems Advisors, Inc., the judges for this awards competition, are leading industry analysts specializing in research that tests and quantifies the business benefits of new technologies. The rigorous judging criteria for the Crossroads A-List Awards was based on proving tangible, real-world customer benefits such as ROI, increased productivity and improved performance of sales, marketing, and customer service operations. Winners were determined after extensive review of vendors' products, services, and strategies and in-depth, confidential interviews with experienced customers. The customers interviewed for Pivotal's selection consistently identified rapid deployment and customizability as being key benefits of the Pivotal Relationship® software solution. The Crossroads A-List Awards clearly outline the business benefits, concisely summarize the technology differentiators, validate solutions with real customer experiences, and provide a basis for informed dialogue between business and technology partners.

"The Crossroads 99 A-List is an award we're extremely proud to receive," said Norm Francis, president and CEO, Pivotal Corporation. "The fact that the Crossroads A-List is entirely based on tangible results from real customers should dispel any myths about who actually delivers customer success in the CRM industry. In the last three industry award competitions, Pivotal has shut out Siebel, Onyx, and Vantive, three for three. We're immensely proud of this recognition and our customers."

"It's incredible how focused Pivotal is on our success," said Michael Johnson, senior applications specialist for Pivotal Corporation customer Ontario Store Fixtures. "We congratulate them on winning another deserved industry award. From the innovative, customer-centric design of their Pivotal Relationship application suite to the relentless commitment of their training, consulting, and support professionals, this is a company that is deeply committed to customer relationship management."

"The Crossroads A-List Awards are the only industry awards based on interviews with customers who are actually deploying these solutions in mission-critical business situations," said Nina Lytton, president, Open Systems Advisors. "Customers see the benefit of Pivotal Relationship as two-fold, rapid deployment and customizability."

Open Systems Advisors, Inc. (OSA)

Founded in 1989, Open Systems Advisors, Inc. provides a real-world perspective on using new technology in business. OSA's research is based on an ongoing and in-depth dialogue with hundreds of seasoned IT executives and business leaders who are using emerging technologies to achieve business results. For more information on Open Systems Advisors, visit www.crossroads-osa.com.

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