Pivotal and Incentive Systems Team to Motivate and Reward Employees, Partners and Customers

Alliance will provide integrated solution for creating, managing and communicating incentive programs from pre-sales to customer support


North Vancouver, BC, July 19, 1999 — Pivotal Corporation and Incentive Systems today announced an alliance that will integrate Pivotal’s e–customer relationship management (eCRM) applications with Incentive’s enterprise incentive management (EIM) system. The integrated solution will enable organizations to design and use incentive programs to motivate and reward employees, partners and customers to build customer loyalty. Pivotal is a leading provider of eCRM solutions that merge CRM and e–business to unify the activities and transactions of employees, business partners, and customers over the Internet. Pivotal’s e–business vision includes software, professional services, content, hosted application services and the integration of online services.

Under the umbrella of Pivotal’s Certified Product Alliance Program, this alliance will enable companies to create incentive programs that track the success of everyone involved in the customer relationship management cycle—from employees to partners to customers—with cash and non-cash incentives, such as sales commissions and private label points. Companies will be able to create, calculate and manage incentive programs using the Incentive™ system, and publish progress reports to the Pivotal eRelationship™ application suite, enabling corporate managers to view reports to determine if they are achieving their business goals.

"The goal of a global incentive program is to maximize results during all phases of customer relationship management—from pre-sales to sales, to marketing and customer support. By combining Pivotal’s eCRM solution with Incentive’s enterprise incentive management system, it will be easier for companies to motivate and measure the performance of everyone involved in the customer relationship management process to achieve the desired results," said Norm Francis, president and CEO of Pivotal Corporation.

"Together, Pivotal and Incentive will provide customers with a powerful, strategic platform that will enable them to generate greater motivation and results across the extended enterprise," said Liz Cobb, president and CEO of Incentive Systems. "Regardless of what the incentive is, this integrated solution will enable companies to create and deploy incentive programs and publish results to ensure everyone is working in concert."

The combined solution will integrate the Incentive system with Pivotal eRelationship PartnerHub™ and Pivotal eRelationship CustomerHub™. By integrating Pivotal eRelationship PartnerHub with the Incentive system, companies will be able to deliver a consistent incentive program that tracks the efficiency and profitability of its collaborative sales and marketing team, including partners and resellers. Through the integration of the Incentive system and Pivotal eRelationship CustomerHub companies will have a platform for creating, managing, processing and communicating incentive programs that motivate customers and prospects to register at a company’s Web site, fill out profiles and use a company’s self-service capabilities over the Internet.

"Microsoft is pleased to see Pivotal Corporation and Incentive Systems, both committed to the Microsoft Windows DNA technology platform, team up to merge their vision and expand the reach of eCRM," said Frederica Carpenter, Microsoft industry manager for customer relationship management. "The combined Pivotal and Incentive solution will motivate employees, partners and customers to drive superior results across the extended enterprise."

About Incentive Systems

Incentive Systems, headquartered in Burlington, Massachusetts, is the only commercial software vendor that focuses 100 percent of its resources on enterprise incentive management. More information about the company is available at www.incentivesystems.com.

Pivotal Corporation is a global supplier of 360° eBusiness Relationship Management solutions that enable organizations to increase revenue by enhancing relationships with customers and business partners and conducting personalized online commerce. Pivotal's eBRM solutions fuse eCommerce, customer relationship management and business portals to automate sales, marketing, and customer service relationships between employees, business partners and customers over the Internet and corporate networks.

Pivotal's international distribution channel consists of direct salespeople, certified value-added resellers, systems integrators, technology partners and distributors. The company has more than 600 customers worldwide with more than 65,000 licensed users. Customers include Yahoo, Excite@Home, BottomLine Technologies, Micrografx, Hewlett-Packard Co., UNOCAL, Inc., Kimberly-Clark Corporation, Intel Corporation, Siemens Electric Ltd., USG Corporation, Lucent Technologies, Holophane Corporation, The Principal Financial Group and Sun Healthcare Group.
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