bioMérieux, Inc. Selects Pivotal for CRM

Clinical diagnostics leader chooses Pivotal for easy customization capabilities, mobile synchronization and low TCO


Vancouver, BC, December 10, 2002 — Pivotal Corporation (Nasdaq: PVTL; TSE: PVT), the leading provider of customer relationship management (CRM) software for mid-sized enterprises, today announced that bioMérieux, Inc. has selected Pivotal CRM to enhance sales and marketing effectiveness. The company is using Pivotal Sales, Miller Heiman Edition to implement Miller Heiman’s industry leading methodologies into its sales organization.

bioMérieux, Inc. is the U.S. subsidiary of bioMérieux S.A., a company headquartered in France, which specializes in infectious disease diagnostics, coagulation diagnostics, and industrial microbiology control. It is the eighth-largest biological diagnostics company in the world and is the international leader in the field of microbiology. To improve sales and marketing effectiveness, the U.S. subsidiary division is embarking on a CRM strategy and selected Pivotal after an extensive evaluation of the top CRM vendors. The Pivotal CRM suite, based on a world-class three-tier Internet architecture, provides bioMérieux, Inc. with a technology platform to create a more collaborative environment for sales, marketing, and field service.

“Our immediate business need was to implement a new sales automation system but we wanted the opportunity to grow into a full CRM strategy,” said Mark Gnagy, director of Customer Information and Market Research, bioMérieux, Inc. “Pivotal was the CRM vendor that was best positioned to offer a cost-effective, quick-to-customize product suite to meet our current sales needs as well as our future business and technology requirements. It was the right choice for our long-term CRM strategy.”

Using Pivotal Sales, Miller Heiman Edition to augment its existing Miller Heiman sales practices, bioMérieux, Inc.'s sales professionals will have intuitive Web-based tools and techniques to engage with prospects more effectively, establish revenue-generating customer relationships, and easily manage multiple accounts. This product will empower sales users and sales teams with the tools and information they need to sell into multi-level organizational structures and buying groups, and engage in real-time collaboration.

Strong mobile synchronization capabilities were a primary CRM requirement for bioMérieux. Pivotal addressed this need with a user-friendly, HTTP-based synchronization process to ensure that mobility is seamless and congruent with the way that bioMérieux does business. In particular, these capabilities address the needs of the bioMérieux sales professionals who often have to deal with complex, time sensitive customer requests while on the road. Pivotal’s easy, fast synchronization process equips sales users with the capabilities to efficiently update their customer account information even while they’re traveling.

bioMérieux, Inc. will also be using Pivotal Marketing to improve lead management, increase campaign effectiveness and track and measure marketing results. The marketing team will have the tools to optimize targeting with segmentation capabilities based on attributes such as customer, product line and company demographics. Marketers will also be able to execute high quality marketing campaigns that have meaningful, measurable impact.

According to Bo Manning, president and CEO, Pivotal, “Pivotal is winning customers like bioMérieux because we are uniquely able to meet sophisticated mobile synchronization and customization needs quickly and at a reasonable cost. This allows companies to spend less time implementing their CRM system so they can focus on the business of marketing, selling and servicing their customers.”


Pivotal Corporation is the only CRM company that is 100 percent purpose-built to serve the unique requirements of mid-sized enterprises. Pivotal delivers software and services that produce meaningful increases in revenues, margins and customer loyalty for companies and business units in the revenue range of $100 million to $3 billion. More than 1,500 companies around the world use Pivotal including: CIBC, Centex Homes, HarperCollins Publishers, Hitachi Telecom Inc., Premera Blue Cross, Royal Bank of Canada, Southern Company, and Vivendi.

Pivotal's complete CRM software suite includes capabilities in marketing, sales, service, contact centers, partner management and interactive selling. For more information, visit 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, and such other 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