International pharmaceutical outsourcing company chooses salesforce.com over Siebel Systems for 400 users
SAN FRANCISCO, Calif. - January 21, 2003 - Salesforce.com, the market leader in online customer relationship management (CRM), today announced that Innovex, a unit of Quintile Transnational Corporation (NASDAQ: QTRN), a leading commercial solutions provider which offers sales and marketing services designed to accelerate the success of pharmaceutical, biotech and medical device products, has elected to implement salesforce.com Enterprise Edition. Innovex considered four CRM providers, including Siebel Systems [NASDAQ: SEBL], before making the final decision to go with salesforce.com's cost-effective, flexible online solution. Salesforce.com will bring its 360-degree view of customers to 400 users in the United Kingdom. Innovex has signed a three-year, $1.3 million contract.
"Because of the dynamic nature of the pharmaceutical business, the salesforce.com business model made the most sense for us," explained Richard Purchase, director of service development at Innovex. "We didn't want to invest a significant amount of money in software licenses that could end up sitting on the shelf. With salesforce.com, we have a much more affordable and predictable solution, and we can customize the application as our needs change without penalty."
Innovex provides sales and marketing teams to the top 20 pharmaceutical companies in the world. To that end, the company is committed to bringing its customers' products and services to market as quickly as possible, and to playing a creative role in accelerating their success. With the ability to access the salesforce.com application wherever an Internet connection is available, Innovex and its customers' sales teams can securely and rapidly share information, ensuring that sales and marketing campaigns can be implemented seamlessly and more effectively.
"Salesforce.com's utility model allows companies such as Innovex to pay for what they use, as they are using it, and can be easily tailored to meet unique needs without an army of consultants," said Marc Benioff, chairman and CEO of salesforce.com. "Traditional CRM software from Siebel or other vendors simply can't deliver the same benefits."
According to many analyst firms, enterprise CRM software, such as offerings from Siebel [NASDAQ: SEBL], PeopleSoft [NASDAQ: PSFT], and SAP [NYSE: SAP], fail to meet expectations over 50 percent of the time. Chuck Phillips of Morgan Stanley in Optimize Magazine (April 2002) has estimated that $130 billion in enterprise technologies purchased in the last two years has not been implemented and that 40 percent of all enterprise software purchased is never implemented.
Driven by frustration with the costs and limitations of client/server software, companies are switching to salesforce.com. Divisions and workgroups within large companies are implementing salesforce.com despite corporate mandates to use legacy CRM software. Given the quick success seen with salesforce.com, usage is growing virally - to more than 5,700 salesforce.com customers and 75,000 users worldwide - as executives switch from enterprise software to online CRM success.