That's Good, But What's the Co-Pay?

Pivotal upgrade benefits insurance companies, others

Kirkland, WA  May 16, 2001  Pivotal Corp. today announced an upgrade to its Pivotal PartnerHub, an Extensible Markup Language (XML)-based partner relationship management (PRM) solution.

"Productive relationships with demand-side business partners are vital in this customer- centric, global economy," said Kirk Herrington, Pivotal's chief technology officer. "Companies are grappling with the challenge of efficiently managing vast partner networks to service customers and maximize revenue generation. By removing corporate barriers to integrate partners into all demand chain processes, companies can close deals faster, capitalize on all marketing opportunities, and provide superior customer service."

As a component of the Pivotal Demand Chain Network solution suite, Pivotal PartnerHub empowers partners through personalized Internet portals that tap into the corporate knowledge base. These role-based portals deliver the tools, services, product information and industry intelligence partners require to become proactive participants in the demand chain.

For example, leading healthcare insurance companies, such as American Medical Security, are leveraging PRM to collaborate with independent insurance agents. Agents can access up-to-the-minute information on products and services to service customers efficiently. They can offer personalized recommendations on products, configure customized solutions, identify up-selling and cross-selling opportunities, participate in corporate sales campaigns and close deals quickly.

According to Mark Seghers, vice president of e-business development, American Medical Security, "For American Medical Security, effectively communicating and collaborating with partners is a mission-critical element of business success. By integrating partner relationship management into a demand chain strategy, companies can increase revenue across their partner network."

Pivotal PartnerHub provides partner management tools that allow companies to identify their most valuable partners and optimize these relationships. It addresses the entire partner lifecycle with capabilities for recruitment, registration, profiling, certification, collaboration, execution, measurement and analysis. The latest version also features multilingual capabilities to engage international partners across the partner lifecycle.

To improve sales effectiveness across the enterprise, the solution provides a closed-loop lead management process that automatically routes leads and qualified opportunities to the most appropriate business partners based on pre-defined business rules. Partners can up-sell and cross-sell by accessing a complete set of sales tools including real-time product information, configuration and pricing.