Pivotal Ships Pivotal Sales – Miller Heiman Edition

Pivotal embeds leading sales methodology


Vancouver, BC – August 23, 2001, August 23, 2001 — Pivotal Corporation (Nasdaq NM: PVTL; TSE: PVT), today announced the worldwide availability of Pivotal Sales, Miller Heiman Edition. The solution combines Pivotal’s award-winning sales solution with Miller Heiman’s industry-leading sales methodologies to help companies improve the effectiveness of direct and indirect sales forces.

US Filter, a division of Vivendi Corporation and a joint Pivotal-Miller Heiman customer, has deployed the solution to introduce best practices for sales across its organization. According to Tim Moody, executive vice president, Water and Waste Water Group, US Filter, “To achieve our aggressive revenue goals, we needed to create standardized sales processes across our direct and indirect sales channels. We selected Pivotal and Miller Heiman to give our entire sales force the advantage of the world's most respected sales methodology combined with the most flexible, powerful sales technology available. The results are clear: higher sales productivity, increased demand, and better closure rates than we've ever seen before.”

According to Sam Reese, president & CEO, Miller Heiman, “Managing a vast global sales force in today’s economy requires proven best practices in sales methodologies combined with empowering sales and demand chain management technologies -- never before have these unique capabilities been brought together. Miller Heiman and Pivotal each bring sophisticated knowledge of how to make sales forces productive and efficient to maximize revenue generation. Together, we are an unbeatable choice for Global 2000 companies.”

Combining World-Class Technology and World-Renown Methodology

Pivotal Sales, Miller Heiman Edition offers critically-acclaimed sales methodologies for Strategic Selling®, Conceptual Selling®, and Large Account Management Processsm (LAMP®). It empowers sales professionals with proven sales processes for every sales situation regardless of deal size. Sales professionals have the tools and techniques to engage with prospects more effectively, establish revenue-generating customer partnerships, and easily manage multiple accounts. As a result, companies can shorten sales cycles, develop predictable sales forecasts, improve close ratios, and ultimately increase revenue generation. In addition, companies can reduce the cost of sales training and improve retention rates of sales representatives.

Using the solution, sales professionals have an easy-to-use sales tool and can receive up-to-the-minute industry and prospect information. They can also configure personalized products and services on the spot to precisely meet the needs of each prospect/customer, tap into real-time information on products, pricing, features and options and identify cross-selling and up-selling opportunities. The solution accelerates deal cycles by allowing sales executives to make immediate, intelligent recommendations on products/services and prices.

According to Norm Francis, president and CEO, Pivotal, “Pivotal continues to leapfrog its competition with innovative solutions that deliver rapid business impact. With more than two decades of experience in developing best-in-class sales methodologies and a long list of Fortune 1000 customers, Miller Heiman has tremendous insight into the sales strategies and processes that close deals and impact revenue. Now, companies can take advantage of this new solution to increase and close revenue-generating opportunities with speed and efficiency.”

About Miller Heiman

Miller Heiman Inc. develops and provides sales process training for sales professionals around the world. Over the course of more than 20 years in business, Miller Heiman has pioneered several highly respected sales process programs, including Strategic Selling®, Conceptual Selling®, Large Account Management ProcessSM (LAMP®), Channel Partner ManagementSM, and Manager’s CoachingSM. The company’s customers include: Enron Energy, WorldCom, Kinko’s, MTV Networks, Wells Fargo, Marriott Corp., Dow Chemical, and PricewaterhouseCoopers.

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 management solutions that deliver personalized customer experiences across every touch point in real-time. The Pivotal Demand Chain Management solution suite unifies 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 the newest industry 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 1000 organizations in traditional, commercial and public market sectors and the new digital economy, including KPMG, Intrawest Corporation, Goldman Sachs, Emerson Electric, US Filter, Ericsson, Nissan Motor Corp., HarperCollins Publishers, Qiagen Inc., Deutsche Bank, Southern Company, 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. Leslie Castellani
Pivotal Corporation
Tel: 604/699-8151
Email: lcastellani@pivotal.com