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HP to Market Pivotal Solutions in China
Pivotal, China HP strategic partnership to focus on emerging Chinese CRM market.
Posted Apr 30, 2001
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In response to the rapid growth of Internet use and e-commerce in the People's Republic of China, CRM and e-business solutions provider Pivotal has entered into a multimillion-dollar distribution and services agreement with China Hewlett-Packard. China HP will deliver and develop the Canadian company's solution suite to mid-size and enterprise companies across China.

As China's Internet infrastructure continues to take hold, the country has emerged as the leading Internet market in Asia, excluding Japan, according to a recent Gartner Group report. Gartner expects B2C barriers currently faced by China's customers such as limited disposable income, a reluctance to pay by credit card and strict government policies limiting Internet use to be eased by 2005, paving the way for strong e-business growth.

Alex Ma, vice president and general manager, HP Consulting, China HP, is optimistic about China's future role in e-business. "There are vast opportunities in the People's Republic of China to deliver fast-to-implement, intuitive CRM and eBusiness solutions that immediately impact revenue and improve life-long, valuable relationships with customers and business partners," says Ma.

China HP Consulting, a subsidiary of Hewlett-Packard of Palo Alto, Calif., will sell, market and service the Pivotal eRelationship CRM solution suite in China while continuing to offer China HP Consulting's strategic consulting and implementation services. The companies will offer solutions based on North Vancouver, British Columbia-based Pivotal's software products including ePower, eRelationship and eSelling.

In addition, China HP will create a Pivotal practice team, consisting of quota-carrying sales professionals, senior executives and consultants, to deliver Pivotal CRM and eBusiness solutions to the Chinese market. The companies will co-market their products and services through advertising and joint participation at industry events, and a joint solution development program will design and implement industry-specific CRM solutions.

Jim Warden, Pivotal's Asia-Pacific vice president of sales, is confident in the success of the venture. "Leveraging China HP's vast business network, dominant market position and technology expertise, Pivotal and China HP will quickly accelerate adoption of CRM and e-business solutions in mid-size and enterprise companies in the People's Republic of China."

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