Integriti Systems Replaces Siebel with Salesforce.com to Meet Selling and Partner Network Requirements

Emerging company cites Salesforce.com's flexibility, state-of-the-art functionality and product maturity as key reasons for the switch

SAN FRANCISCO, Calif. — October 20, 2004 — Salesforce.com (NYSE: CRM), the market and technology leader in on-demand customer relationship management (CRM), today announced that Integriti Systems, a leader in automated vital signs monitoring, has replaced Siebel (NASDAQ: SEBL) CRM OnDemand with Salesforce.com. Integriti Systems switched to Salesforce.com in June 2004 after finding that customization capabilities and key functionality, ranging from basic lead merge capabilities to advanced forecasting, were insufficient in the Siebel offering. With Salesforce.com, Integriti Systems has been able to streamline lead flow from its partners, a key lead source, and gain a new level of insight into its business.

Integriti Systems is one of the 12,000 companies of all sizes, industries and geographies that comprised the Salesforce.com customer base as of September 30, 2004.

"Salesforce.com is a more mature product," said Michael Gainer, manager, marketing and customer support, Integriti Systems. "It has more functionality and much more flexibility than Siebel CRM OnDemand. We've easily adapted it to our own lead generation and selling cycle — something we were never able to quite do with Siebel — with the assurance that we can continue to customize CRM to fit everyone's requirements as our partners migrate over to replicate the success we're seeing with Salesforce.com."

Less than one year old, Integriti Systems delivers simple, accurate and immediate solutions for vital signs monitoring. Since it partners with several companies in sales and marketing efforts, the company felt in danger of losing control over contacts and leads. The spreadsheets Integriti were previously using were complex, out of date and delivered no visibility into the health of Integriti's emerging business.

Recognizing the need to implement CRM, the company initially selected Siebel CRM OnDemand. However Integriti quickly realized that Siebel was not capable of supporting even its most basic sales requirements and could not be adapted to its business and partner network.

"Siebel certainly isn't a newcomer to the marketplace, although their Web product is fairly new, and the CRM OnDemand looked capable at first," said Gainer. "However, as I became better educated about the product, its limitations were apparent. Basic functionality, such as a record merge function, seemed to always be slated for the next release or six months out, and we didn't have the customization capabilities we needed. Meanwhile, a friend of mine who is a CEO in Oregon was using Salesforce.com and loving it. It had what I needed and wasn't getting from Siebel."

Integriti Systems deployed Salesforce.com in less than one month - including time to customize the Salesforce.com service to match Integriti's lead qualification protocol and six-stage sales process. Salesforce.com's advanced forecasting functionality determines Integriti's forecast for production. Custom reports provide real-time visibility into opportunities, trends and overall sales health. In addition, the reports are used by the president and CFO to help them make instant decisions and to guide long-term strategy in monthly board presentations. Salesforce.com is beginning to be used by partner organizations to share leads and plan co-marketing efforts — a role that Integriti expects will quickly expand as partners realize the benefits of on-demand CRM.

"Getting the sales people using the service has been our first priority," said Ganier. "With Salesforce.com, the quality of our data has improved — we can see the gaps and address them. This is our first success. Now we're expanding use to include support. We have our first ad campaign coming up and will track the response with Salesforce.com. There are so many different ways that we can grow into Salesforce.com and build on the initial success we are seeing. It is a completely different CRM experience."

About salesforce.com

Salesforce.com is the world’s largest provider of customer relationship management (CRM) software. For more information about salesforce.com (NYSE: CRM), visit: www.salesforce.com.

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