Debut of 'Enterprise 360' Consortium Signals Major Innovation in Customer Relationship Management Industry

KPMG LLP, Pivotal Corporation, Microsoft and HP unveil joint CRM solution that redefines economics of developing and deploying customer relationship management systems


Chicago, IL, February 24, 1999 — DCI Customer Relationship Management Conference - Hewlett-Packard Company (NYSE: HWP), KPMG LLP, Microsoft Corporation (NYSE:MSFT) and Pivotal Corporation, Inc. today unveiled a customer relationship management (CRM) consortium, called Enterprise 360, at the Chicago DCI Customer Relationship Management Conference and Expo. Enterprise 360, a coalition of best-in-class CRM application, services and hardware suppliers, has been established to deliver turnkey, enterprise-class CRM solutions with exceptional breadth in application functionality, predictable implementation timelines and budgets and measurable business success. Combining decades of solution delivery and technology experience, Enterprise 360 aims to set a new industry standard for CRM solutions. By providing a complete set of pre-configured application and platform software, hardware and implementation services crafted to rapidly deliver robust, enterprise-wide CRM solutions, Enterprise 360 breaks the cycle of expensive, time-intensive implementations common in the CRM industry.

In addition to the four founding partners, HP, KPMG LLP, Microsoft and Pivotal Corporation, Enterprise 360 includes the following participating companies: Active Software Inc., E.piphany and Paradigm Ovation. The functional richness in Enterprise 360 is unrivaled in the CRM industry with a comprehensive array of capabilities including business analysis, sales force automation, product configuration, proposal generation, customer service, marketing, campaign management, Web customer self service, inbound and outbound call management, partner relationship management and enterprise resource planning integration solutions. "Enterprise 360 offers a complete and rapidly deployable solution to meet the needs of businesses that want a full-featured customer management solution," said Charles Stevens, vice president of Microsoft's application developers customer unit. "The ability to incorporate additional software components in Enterprise 360 allows companies to specify the precise solution needed to meet their businesses' unique needs."

"Businesses today are interested in reducing the cost and complexity of evaluating and implementing strategic business applications, which can take months or even years of effort, with potentially unpleasant surprises along the way," said Bill Martorelli, analyst with the Hurwitz Group. "Consequently, solution providers, complementary technology and service providers are combining their strengths to minimize risk and maximize rapid return on investment. Enterprise 360 is a prime example of this trend."

A crucial component to the long-term success of a CRM solution is the ability to deliver rapid, measurable, return on investment (ROI). Enterprise 360 has developed an innovative CRM implementation model that allows customers to recognize measurable benefits from their CRM system in the early deployment stages. Alex Marxer, IT director for Intershop Communications Inc. agrees. "One of our key success drivers was Enterprise 360's ability to rapidly deploy a results-driven solution. Enterprise 360's ability to demonstrate success early-on allowed us to solidify executive-level and end-user support so that we could move forward with our European deployment."

With limited IT resources and in-house CRM expertise, companies today are looking for CRM solutions that make good on the promise of new technologies without assuming all the risks inherent in these technologies. Enterprise 360 provides highly experienced consulting and implementation services and a predictable implementation methodology to help companies map out processes, timelines and ROI measurements from day-one. "From very early on, we realized that our customer relationship management strategy represented a fundamental shift in the way we do business," said Douglas Powanda, senior vice-president, sales and marketing for Peregrine Systems Inc., a new Enterprise 360 customer. "As a result, we had to find a well-established CRM technology partner that would certify that we were getting the best-in-class components with a minimum of risk to our ongoing business operation. Enterprise 360's process models, templates and rapid implementation methodology is exactly what we were looking for in a solution."

Enterprise 360 is the only CRM solution of its kind to incorporate detailed project implementation road maps, business process guides and ROI templates to assist in a systematic, turnkey deployment of the CRM solution. "We leveraged Enterprise 360's best-of-breed application software and hardware infrastructure combined with extensive knowledge of CRM processes and solutions to implement a complex realignment of sales territories and create a powerful result for HP's Test and Measurement Organization's Geographic Business Team - all within a tight, highly aggressive time frame," said Kathy Hawthorne, IT development manager for Hewlett-Packard Company.

About Enterprise 360

Enterprise 360 is the definitive coalition of best-in-class customer relationship management (CRM) application, services and hardware suppliers. Backed by Hewlett-Packard Company, KPMG LLP, Microsoft Corporation and Pivotal Corporation, Enterprise 360 delivers the exceptional breadth of CRM experience of over 1000 successful implementations and sets a new industry standard for the CRM marketplace. Enterprise 360 delivers turnkey enterprise-class CRM solutions with comprehensive application functionality, predictable implementation timelines and budgets and measurable business success. In addition to the four founding companies, Enterprise 360 includes the following participating companies: Active Software, E.piphany and Paradigm Ovation. For more information on Enterprise 360, please visit www.enterprise360.com or call 877-ASK-E360.

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