Pivotal Ships Advanced XML-Based Partner Relationship Management Solution

Pivotal PartnerHub empowers sales, marketing and service partners


Kirkland, WA, May 16, 2001 — Pivotal Corporation (Nasdaq NM: PVTL; TSE: PVT) today announced a major upgrade to Pivotal PartnerHub - an XML-based partner relationship management (PRM) solution. For companies worldwide, the solution addresses the critical business requirement to tightly integrate sales, marketing and service partners into the enterprise.

"Productive relationships with demand-side business partners are vital in this customer-centric, global economy," said Kirk Herrington, CTO, Pivotal. "Companies are grappling with the challenge of efficiently managing vast partner networks to service customers and maximize revenue generation. By removing corporate barriers to integrate partners into all demand chain processes, companies can close deals faster, capitalize on all marketing opportunities, and provide superior customer service."

As a core component of the Pivotal Demand Chain Network solution suite, Pivotal PartnerHub empowers partners through personalized Internet portals that tap into the corporate knowledge base. These role-based portals deliver the tools, services, product information and industry intelligence partners require to become proactive participants in the demand chain.

For example, leading healthcare insurance companies such as American Medical Security, are leveraging PRM to collaborate with independent insurance agents. Agents can access up-to-the-minute information on products and services to service customers efficiently. They can offer personalized recommendations on products, configure customized solutions, identify up-selling and cross-selling opportunities, participate in corporate sales campaigns and close deals quickly.

According to Mark Seghers, vice president of eBusiness development, American Medical Security. "For American Medical Security, effectively communicating and collaborating with partners is a mission-critical element of business success. By integrating partner relationship management into a demand chain strategy, companies can increase revenue across their partner network."

Pivotal PartnerHub provides partner management tools that allow companies to identify their most valuable partners and optimize these relationships. It addresses the entire partner lifecycle with capabilities for recruitment, registration, profiling, certification, collaboration, execution, measurement and analysis. The latest version also features multilingual capabilities to engage international partners across the partner lifecycle.

To improve sales effectiveness across the enterprise, the solution provides a closed-loop lead management process that automatically routes leads and qualified opportunities to the most appropriate business partners based on pre-defined business rules. Partners can up-sell and cross-sell by accessing a complete set of sales tools including, real-time product information, configuration and pricing.

The solution addresses marketing requirements by allowing companies to collaborate with external marketing partners such as advertising, public relations, event management, direct mail and graphic design agencies. Marketing effectiveness is advanced by sharing expertise and corporate intelligence to create and execute powerful marketing campaigns.

Service partners are empowered to provide smart, immediate responses to customer service requests by accessing a searchable knowledge base. These partners have precise insight into each customer's service and purchasing history as well as their evolving needs. As a result, service partners can become active participants in up-selling and cross-selling processes.
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; market demand for the company's solutions; 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. Leslie Castellani
Pivotal Corporation
Tel: 604/699-8151
Email: lcastellani@pivotal.com