Somera Communications Selects Pivotal for Sensible CRM, Easy Integration

Pivotal Integration Engine offers Somera rapid and seamless integration across the enterprise

Vancouver, BC, January 31, 2002 — Pivotal Corporation (Nasdaq: PVTL; TSE: PVT), the leading provider of sensible customer relationship management (CRM) software, today announced that Somera Communications (Nasdaq: SMRA), a leading global provider of telecom equipment deployment services, has selected Pivotal’s CRM software and advanced integration product, the Pivotal Integration Engine. Somera is using Pivotal to synchronize sales, marketing and services processes, and optimize intellectual capital by unifying corporate and customer information.

Sales, Marketing and Service – Staying in Synch with Pivotal CRM

Founded in 1995, Somera provides a unique combination of global telecommunications equipment deployment services that enable wireless and wireline operations to manage their networks more efficiently and cost-effectively. The company has more than 1100 customers around the world, including the industry leaders from each segment of the telecommunications market. As part of the company’s strategy to improve execution capabilities, streamline procurement processes and increase business efficiencies, Somera selected Pivotal’s CRM software.

“Somera is advancing its competitive advantage in the telecom market through a strategic initiative designed to strengthen our intellectual capital in data and synchronize business processes across our extended enterprise,” said Rick Darnaby, President and CEO of Somera Communications. “Pivotal’s CRM software is a key component of this initiative – it will allow us to expand and enhance our customer and corporate data and empower our sales organization to service customers more effectively. After evaluating the top players in the CRM market, Pivotal was the clear, sensible choice to help us gain business efficiencies and improve productivity.”

Seamless Integration at a Cost-Effective Price

Integration was a top priority for Somera -- rapid and seamless data exchange across the organization was business critical. The company required a solution that easily integrates to back-end and legacy systems.

The Pivotal Integration Engine enables Somera to integrate and synchronize Pivotal’s CRM software with Somera’s back-office and legacy systems. Based on open standards, such as XML, the Pivotal Integration Engine connects systems and data sources within and beyond the firewall. Pivotal’s intelligent Internet architecture coupled with the Pivotal Integration Engine also provides the flexibility that Somera requires to easily maintain compatibility between integrated systems and versions. It makes it easy to integrate new technology systems and upgrade existing legacy systems in the future. As a result, Somera can collaborate effectively with customers and partners; improve business operations including procurement; and remain highly competitive.

According to Bo Manning, president and CEO, Pivotal, “Companies are selecting Pivotal for our intelligent Internet architecture that allows them to easily integrate their CRM solution with their exiting technology infrastructure. Somera is an entrepreneurial enterprise that is reshaping the way it interacts with customers and partners by leveraging the latest CRM and Internet technologies to connect its entire corporate ecosystem.

Measuring Success with ‘Pivotal Results’

To ensure the Somera CRM initiative had precise objectives, and quantifiable metrics for measuring success, the company worked with the Pivotal Business Impact Group. This business consulting group offers the ‘Pivotal Results Program’, which helps Pivotal customers align their business objectives with metrics to ensure that success can be accurately measured.

According to Peter Blair, vice president of Information Technology, Somera, “The ‘Pivotal Results Program’ allowed us to make informed decisions as we set the priorities for our CRM initiative. We now have specific metrics for measuring our ROI – and a framework for evolving our business into a truly customer-centric enterprise.”

About Somera Communications

Somera is leading global provider of telecom equipment deployment services. The company directly supports operator’s needs to manage their networks more efficiently and cost-effectively. Somera’s unique capabilities includes new, surplus new and redeployed equipment sourcing as well as services for customization, diagnostic and repair, asset recovery, and logistics management. Founded in 1995, Somera has developed an impressive base of over 1,100 wireless and wireline operators worldwide, including the industry leaders from each segment of the telecommunications market. Visit Somera on the Web at

Pivotal Corporation offers clear, complete and sensible Customer Relationship Management (CRM) software that delivers results for a fraction of the cost of typical CRM software. Pivotal and its partners provide the software, services, and support required to produce significant improvements in marketing, sales, and service effectiveness for entrepreneurial enterprises. More than 1,300 companies globally use Pivotal including: Hewlett Packard, CIBC, HarperCollins Publishers, Hitachi Telecom Inc., Intrawest Corporation, Vivendi, Royal Bank of Canada, Southern Company, and Ziff Davis Media Inc.

Pivotal's advanced software technology includes powerful capabilities in: CRM, Internet commerce, interactive selling, partner management, corporate portals, and wireless technologies. For more information visit
This press release contains 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 a number of risks, uncertainties and other factors, such as the need to develop, integrate and deploy applications to meet our customer's requirements, the possibility of development or deployment difficulties or delays, the dependence on our customer's satisfaction with Pivotal’s CRM software, its continued commitment to the deployment of the solution, the risks involved in developing software solutions and integrating them with third-party software and services, the possibility that competitors will introduce new and improved products and services and the need to compete successfully with existing and new products and services offered by competitors. 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

Kelly Delany, Somera Communications
Tel: 805.681.3322, x384