Pivotal's Norm Francis Recognized for CRM Industry Leadership

Norm Francis hailed as "a visionary and a leader" by Sales and Marketing Automation Magazine


Vancouver, Canada, December 15, 1999 — Pivotal Corporation (Nasdaq: PVTL) today announced that the company's President & CEO, Norm Francis has been named one of the "10 Most Influential People in Customer Relationship Management (CRM)" in the December 1999 issue of Sales & Marketing Automation Magazine.

"Norm Francis' vision of leveraging the Internet to build powerful, personalized business relationships has made him a key player in the global world of CRM and eBusiness," said Don Peppers, internationally acclaimed author and a partner at Peppers and Rogers Group, the Stamford, CT-based CRM strategy and consulting firm. "Norm embraced the principles of one-to-one marketing early in the game and devised revolutionary methods of applying one-to-one marketing strategies to eCommerce, CRM and enterprise portals. To be recognized as a leader in this exciting and expanding field is a well deserved recognition of Norm's contribution to the industry, and we congratulate him for this honor."

While other industry leaders focused exclusively on the automation of sales, marketing, or customer service departments, Francis, with his award-winning Pivotal Relationship solution, invented the concept of 360-degree customer relationship management to unify the activities of everyone in an organization that plays a role in the customer relationship. Today, Francis and the breakthrough Pivotal eRelationship solution are enabling companies to unify and manage all their marketing, sales, and customer service relationships between employees, business partners, and customers over the Internet. This innovative new concept, called eBusiness Relationship Management (eBRM), is redefining the industry landscape by fusing CRM, eCommerce, and business portals into an eBusiness infrastructure for increasing revenue, customer loyalty, and competitive advantage.

"The Internet has completely transformed the way companies communicate and interact with customers, and Pivotal is at the forefront of this revolution," said Norm Francis. "It is an honor to be recognized by Sales & Marketing Automation for my contribution to this dynamic industry, an honor which can only be measured by the success of over 80,000 Pivotal users that use our Pivotal solutions every day to boost revenues and get closer to their customers."

Prior to founding Pivotal in 1994, Francis co-founded Basic Software Group (BSG) which developed ACCPAC - one of the world's most popular accounting software packages. Subsequently purchased by Computer Associates.

Pivotal Corporation is a global supplier of 360° Customer Relationship Management and eBusiness Relationship Management (eBRM) 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 manage sales, marketing, and customer service relationships between employees, business partners and customers over the Internet and corporate networks.

Pivotal solutions are licensed on either a perpetual basis or on a monthly subscription through Pivotal's Internet application hosting services. Pivotal's international distribution channel consists of direct salespeople, certified value-added resellers, systems integrators, technology partners and distributors. The company has more than 650 customers worldwide with more than 80,000 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 press release contains forward-looking statements which can be identified by terminology such as "may," "will," "should," "expects," "plans," "continue" or the negative of such terms or comparable terms. These statements are based on management's current projections, beliefs and opinions. Pivotal undertakes no responsibility to update forward-looking statements if circumstances or management's projections, beliefs or opinions change. Jacqueline Voci
Tel: 425.897.6992
Fax: 425.897.8401
Email: jvoci@pivotal.com