SIMKAR LLC Selects Pivotal for CRM

U.S. based lighting company selects Pivotal to improve sales effectiveness and enhance customer satisfaction


Vancouver, BC, June 19, 2002 — Pivotal Corporation (Nasdaq: PVTL; TSE: PVT), the leading provider of sensible customer relationship management (CRM) software for mid-sized enterprises, today announced that SIMKAR LLC, one of the largest lighting companies in the United States has selected Pivotal’s CRM software to improve sales effectiveness and enhance customer satisfaction.

SIMKAR LLC is a leading designer, manufacturer, and marketer of fluorescent and decorative lighting fixtures including specification grade commercial and industrial (“C&I”) lighting as well as decorative chandeliers, hanging fixtures, wall and ceiling mounted fixtures, bathroom and kitchen fixtures, table lamps and floor lamps, sold under both the Simkar and Kalco brand names. The company’s sales organization spends approximately ninety percent of its time on the road visiting prospects and customers. This highly trained sales force sells more than 1,000 products to nearly 4,000 different accounts including do-it-yourself home improvement stores, hardware stores, lighting showrooms, and other specialty stores. The company was faced with the challenge of managing a mobile sales force responsible for significant quantities of customer and product information. SIMKAR LLC required a quick-to-implement, cost-effective CRM solution to improve customer service, enhance sales effectiveness and increase revenues.

“We scoured the market for a company that understood the unique business needs of mid-sized enterprises like Simkar,” said Michael D. Klingman, CFO, SIMKAR. “We found CRM vendors that were very specialized in applications for Global 1000 companies and vendors that focused on pre-packaged applications for very small companies – Pivotal’s unique business approach, flexible architecture and sensible price-point make it the right choice for a company of our size. SIMKAR is taking advantage of CRM to streamline our sales processes and build stronger, long-term relationships with our customers.”

SIMKAR LLC is introducing Pivotal’s CRM software to its sales organization to improve forecasting, opportunity and account management processes. SIMKAR’s sales force will have the tools and information required to manage opportunities with distributors, manufacturer representatives, national accounts, and strategic accounts. With a centralized system for sharing information, SIMKAR’s sales force can collaborate more effectively, easily view interactions on large accounts that have multiple retail outlets, and quickly recognize opportunities to up-sell and cross-sell lighting products.

Using the solution, SIMKAR will also provide its sales executives with forecasting and analysis tools to track revenue and performance based on criteria such as geography, channel, region, account and sales stage. In addition to improving pipeline visibility, Pivotal Analytics will provide SIMKAR with the capabilities to gain critical business insight into customer buying behaviors and lighting product preferences.

Pivotal’s CRM software will equip SIMKAR’s mobile sales force with the tools to quickly access the latest customer information from a centralized database, and continuously update the database with information gathered while on the road. Pivotal’s user-friendly synchronization technology also provides mobile sales professionals with a one-step process for synchronizing Pivotal’s CRM software with Lotus Notes. By having accurate, reliable account and customer information readily available, mobile users can maximize customer interactions and close more business quickly.

According to Bo Manning, president and CEO, Pivotal, “Leading manufacturing companies like SIMKAR are choosing Pivotal because we understand their unique business needs and provide the technology that can be easily customized to their unique business model. SIMKAR is leveraging Pivotal’s cost-effective, fast-to-implement CRM suite to elevate its sales force to a new level of customer success.”

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