Pivotal Signs China Hewlett-Packard for CRM Distribution and Services Agreement

Leading provider of PC servers in China to develop and deliver CRM solutions optimized for the Chinese market


Kirkland, WA, April 25, 2001 — Pivotal Corporation (Nasdaq NM: PVTL; TSE: PVT) today announced the signing of a customer relationship management (CRM) distribution and services agreement with China Hewlett-Packard (China HP). This multiyear, multimillion-dollar agreement will enable Pivotal and China HP to lead the rapidly emerging CRM market in the People's Republic of China. As the strategic business partner and master distributor for Pivotal in the Chinese market, China HP will deliver and develop Pivotal's fast-to-implement, rapid time-to-market CRM solution suite to mid-size and enterprise companies across the People's Republic of China.

"There are vast opportunities in the People's Republic of China to deliver fast-to-implement, intuitive CRM and eBusiness solutions that immediately impact revenue and improve life-long, valuable relationships with customers and business partners," said Alex Ma, vice president and general manager, HP Consulting, China HP. "The Pivotal CRM solution localized for the Chinese market provides advanced functionality that meets the needs of mid-size and enterprise companies to deliver personalized marketing, sales and service. As a result, China HP has selected Pivotal as its CRM partner to target the tremendous emerging business opportunities in the People's Republic of China."

China HP Consulting will sell, market and service the Pivotal eRelationship CRM solution suite in the People's Republic of China coupled with China HP Consulting's strategic business consulting and implementation services. Pivotal and China HP will collaborate to deliver solutions based on Pivotal's fast, cost effective, and low risk software products including Pivotal ePower, Pivotal eRelationship and Pivotal eSelling.

As part of the agreement, China HP will create a Pivotal practice team consisting of quota-carrying sales professionals, senior executives and consultants. These sales and services professionals will be trained on Pivotal solutions and will collaborate closely with Pivotal corporate and field executives to deliver Pivotal CRM and eBusiness solutions to the Chinese market. The initiative also includes funding for a co-marketing program that includes advertising, demand generation and joint participation at industry events. A joint solution development program, leveraging China HP's extensive business expertise, will be dedicated to creating advanced industry-specific solutions for customer relationship management. China HP will focus on developing comprehensive localized solutions using business processes, business models and workflow specific to the Chinese market including vertical industries such as finance, telephony and technology.

According to Jim Warden, vice president of sales, Asia-Pacific, Pivotal, "China HP is the market leader and the largest supplier of Microsoft-based solutions in the People's Republic of China. Leveraging China HP's vast business network, dominant market position and technology expertise, Pivotal and China HP will quickly accelerate adoption of CRM and eBusiness solutions in mid-size and enterprise companies in the People's Republic of China. Companies selecting Pivotal and China HP will increase revenues and improve lifelong customer relationships."

The Pivotal-China HP alliance enables companies in China to make, serve and manage customers with speed and intelligence. The Pivotal eRelationship CRM solution suite is a state-of-the art customer relationship management solution that enables medium-sized and large enterprises to improve productivity and cut costs while increasing revenue generation and customer retention by synchronizing marketing, sales and customer service activities over traditional networks and the Internet.

About Hewlett-Packard
Hewlett-Packard Company -- a leading global provider of computing and imaging solutions and services - is focused on making technology and its benefits accessible to individuals and businesses through simple appliances, useful e-services and an Internet infrastructure that's always on.

HP had total revenue from continuing operations of $48.8 billion in its 2000 fiscal year. Information about HP and its products can be found on the World Wide Web at http://www.hp.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 and/or market changes in the industry; the ability to maintain and grow successful third party and customer 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