Nursefinders Uses Salesforce.com to Create New Sales-Driven Culture Across 120 Locations and 35 States

On-demand CRM is fully customized to meet dual requirements of hospital staffing and home healthcare businesses

SAN FRANCISCO, Calif. — October 5, 2004 — Salesforce.com (NYSE: CRM), the market and technology leader in on-demand customer relationship management (CRM), today announced that Nursefinders, Inc., one of the nation's largest providers of healthcare personnel and home health care services, has made salesforce.com the centerpiece of an initiative to emphasize sales success at all levels of the business. After selecting salesforce.com in October 2003, Nursefinders was able to create and deploy CRM that exactly matched its hospital staffing and home healthcare requirements – in under one month. Nursefinders credits salesforce.com with introducing a new level of sales accountability into its corporate culture and creating the infrastructure to successfully pursue and win large accounts.

"When I joined Nursefinders last year, a renewed focus on sales became a priority," said Bob Livonius, Nursefinders' chief executive officer. "I had had a great experience with salesforce.com at a previous company and appreciated salesforce.com's commitment to customer success. When we evaluated CRM for Nursefinders, it was clear that not only was salesforce.com a great company to work with but it was the only CRM solution that could be easily customized to match our entire business while remaining cost effective and easy-to-use."

Nursefinders supports branch administrators and managers in over 120 locations in 35 states who work closely with clients to meet their unique staffing and home healthcare needs. Historically, these managers have had a wide range of responsibilities from staffing to sales, using a variety of sales tools and methods of sales record maintenance over the years based on individual preference.

As part of its move to become more productive in making customer contact, these managers needed a better tool to manage new and existing clients. In its home care division, Nursefinders also began to build a separate dedicated sales force. To support this change in focus, Nursefinders selected salesforce.com for on-demand CRM that was accessible to all remote users and, most importantly, could be easily customized to fit both the staffing and home health care components of its business.

Nursefinders implemented a salesforce.com pilot in under one month, including the addition of over 100 custom fields, custom profiles and tailored reports to help track and manage data and activity on its different types of clients. Over the course of the next several months, the application was rolled out to sales reps, branch directors, senior staffing managers and executives up to the CEO, delivering immediate access to client information for new accountability and visibility into the organization. With salesforce.com, Nursefinders has improved communication within the company and with its clients. The company is able to stay more in tune with its clients, anticipating new needs and securing more repeat business, while building on this success to attract new clients.

"To be successful, we literally needed the ability to shape, mold and customize a CRM application specific to Nursefinders," Livonius said. "Our business, with the staffing and home health components, is so different than anything else out there – a vertical solution would have been useless. Salesforce.com was the only solution that delivered the flexibility we needed to make CRM work for us." Nursefinders is one of the 11,100 companies of all sizes, industries and geographies that comprised the salesforce.com customer base as of July 31, 2004.

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