Pivotal Launches First Industry-Specialized CRM Offerings for Mid-Enterprise Companies

Pivotal targets mid-enterprise investment banks, healthcare insurance, and real estate/construction companies


Vancouver, BC, May 29, 2002 — Pivotal Corporation (Nasdaq: PVTL; TSE: PVT), the leading provider of sensible customer relationship management (CRM) software, today announced the industry’s first vertical CRM offerings specifically designed for mid-enterprise companies. Pivotal is taking a unique approach to delivering industry-specific offerings to the market by working closely with existing customers to target niche mid-enterprise market segments where Pivotal has proven abilities. Pivotal is also working closely with strategic partner Cap Gemini Ernst & Young on its newly unveiled strategy for the investment banking, healthcare insurance and real estate/construction verticals.

“Pivotal’s approach to serving specific industry segments is different from anything the market has seen before,” said Bo Manning, president and CEO, Pivotal. “Most software vendors take a broad-brush approach when it comes to serving vertical markets. They develop a huge, costly solution that attempts to serve a broad vertical category such as financial services or healthcare. Pivotal’s approach is to identify more specific, niche vertical segments that have a clear set of common needs and develop precisely-tailored offerings to give these companies a head start with their CRM initiative.”

According to Jeff Halden, vice president, CRM Practice, Cap Gemini Ernst & Young, “Mid-enterprise companies are quickly adopting CRM strategies that allow them to increase revenues, margins and customer loyalty. These companies have a different set of buying criteria than the Global 1000 and they're looking for CRM vendors who really understand their unique business and technical needs. Pivotal’s fast-to-implement CRM technologies, industry-specialized offerings, and cost-effective price point make it the sensible choice for mid-enterprise companies-- no other CRM vendor has such a targeted strategy to address their needs.”

A Unique Approach to Verticals

Contrary to the one-size fits all vertical CRM approach offered by the humongous CRM vendors, Pivotal recognizes that for mid-enterprise companies their unique business processes are a competitive advantage. As a result, Pivotal’s industry-specialized CRM offerings feature pre-configured business rules and workflow, highly adaptable data models and robust customization tools -- these offerings are tailored to meet the specific business needs of mid-enterprise companies. It’s a collaborative, cost-effective and highly flexible approach designed to fit each business.

Pivotal designed this approach by working closely with existing customers to gain a deep understanding of the requirements in each target segment. These collaborative customer relationships have allowed Pivotal to thoroughly understand industry trends, industry-specific business requirements, common business models and workflow processes, and customer buying patterns.

According to Charles Irsch, vice president - Information Systems, Centex Homes, a leader in the US homebuilding market, “Pivotal understands what it takes for mid-enterprise companies to be successful. They have quickly developed an understanding of our business model, and are assisting us in customizing the Pivotal CRM suite to address homebuilding-specific functional requirements. Working with Centex Homes, Pivotal has developed CRM best practices for the homebuilding market - the company is well-positioned to meet the needs of homebuilders.”

First Industry Targets

Pivotal’s first set of industry offerings will combine Pivotal’s acclaimed mid-enterprise CRM software suite with specialized features and services for the investment banking, healthcare insurance and real estate/construction markets.

Mid-Enterprise Investment Banking: Using the Pivotal Investment Bank offering, commercial banks can easily automate corporate finance opportunity management, increase sales and trading transaction closure rates and improve the information flow between analysts, sales and trading professionals. Pivotal also enables investment banks to quickly and securely serve the critical financial information requests of customers and prospects.

Mid-Enterprise Healthcare Insurance: Pivotal Healthcare Insurance is designed to link health insurance company employees with independent agents, employer groups and members in a collaborative sales, marketing and service environment to increase the value of every interaction. With this offering, healthcare insurance companies can drive sales and marketing, agency relations, underwriting, and operations, with cross-enterprise collaboration. Using the offering, healthcare insurers and agents can quickly respond to business requests and inquires in real-time, reduce administrative costs, and increase premium revenues.

Mid-Enterprise Real Estate/Construction: Using the new Pivotal real estate/construction offering, homebuilders and agents are able to address the challenges of managing multi-channel leads by using unique tools to increase up-selling and cross-selling opportunities and improve customer service. The system offers multi-channel access lead management, marketing and profiling, property management, quote management, realtor management and customer homebuilder action planning. This is a completely integrated system that accesses data from numerous legacy and back-end systems including manufacturing, inventory, builder’s availability, property detail and lease management and accounting.



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’s customers are companies and business units in the revenue range of $100 million to $3 billion. Pivotal and its partners provide the software, services, and support required to produce significant improvements in marketing, sales, and service effectiveness for mid-enterprise companies. More than 1,400 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 http://www.pivotal.com
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, and the risks involved in developing software solutions and integrating them with third-party software and services. 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