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Swiss Post Transforms Sales Effectiveness and Efficiency Using Siebel SalesBARCELONA, Spain --(Business Wire)-- April 18, 2005 -- European Mail and Logistics Business Creates Single, Comprehensive View of Key Corporate Accounts Siebel Systems, Inc. (NASDAQ:SEBL), the leading provider of customer-facing solutions, today announced that Swiss Post has transformed sales effectiveness and efficiency using Siebel Sales. The European mail and logistics business is using Siebel Sales to create a single, comprehensive view of key corporate accounts across multiple channels. This approach is standardizing Swiss Post's approach to selling, enabling the company to more efficiently capture information, accurately assess each opportunity, and track key deal participants more easily. "Swiss Post has standardized on Siebel Sales to manage relationships with its enterprise customers," said Frank Marthaler, Senior Vice President of Sales, Swiss Post. "This has enabled the company to introduce best-practice, standardized sales techniques -- and transform its sales effectiveness and efficiency. We chose Siebel Sales because it possesses significantly more functionality than any of the other solutions we considered. It is also recognized as the 'de facto' standard sales effectiveness solution worldwide. These factors, together with Siebel's rock-solid stability, convinced us that we made the right choice." Swiss Post delivers about 16 million letters and journals and almost 500,000 parcels each day -- collectively more than 5 billion deliveries every year. The company also handles about 780 million payment transactions and operates more than 2,500 post offices, 21 sorting centers, and six customer support centers. Within a regulated environment, every customer was assigned an account manager from each of Swiss Post's four key divisions -- Mail, Logistics, International, and Financial Services. This disconnected sales model undermined Swiss Post's ability to sell multiple integrated solutions. The sales force automation system was equally outmoded. The value of the sales data it provided was outweighed by the lack of any formal sales methodology, sales pipeline visibility, or project management functionality. Swiss Post deployed Siebel Sales to its Strategic and Key Account Executives to create a single, comprehensive view of strategic accounts and key accounts across Switzerland. Siebel Sales provides each sales representative with comprehensive forecast visibility on each account and real-time opportunity management, giving sales representatives a complete picture of the opportunity profile, its history with Swiss Post, the services the account currently uses, and the individuals involved in the decision-making process. All quotes, proposals, and contracts also reside within the unified environment. Swiss Post is also using Siebel Target Account Selling as a structured methodology for selling. Siebel Target Account Selling standardizes the company's approach to selling, enabling the company to more efficiently capture information, accurately assess each opportunity, and track key deal participants more easily. The detailed picture of each opportunity means the company can quickly and easily identify opportunities it has a realistic chance of winning. The company has also introduced the Siebel Enterprise Selling Process (ESP) account management methodology to better understand each customer's business objectives, plan revenue potential for each account, and explore new sales opportunities within existing and new accounts. Siebel Sales provides a broad range of fully integrated applications that address the selling requirements -- both online and offline -- of organizations of every type and size. Siebel Sales allows sales organizations to grow revenue more quickly, predictably, and profitably by helping sales professionals focus on the right deal at the right time. In addition, Siebel Sales provides integrated sales opportunity analytics and embedded support for sales best practices, enabling sales organizations to consistently achieve superior performance. About Siebel Systems Siebel Systems is the world's leading provider of customer-facing solutions that deliver demonstrable business results and long-term competitive advantage. Siebel's multichannel offerings allow organizations to intelligently manage and coordinate all customer interactions across the Web, contact center, field sales/service force, branch/retail network, and indirect and partner distribution channels. Siebel solutions draw upon the company's best-in-class capabilities in customer relationship management (CRM), business intelligence, and customer data integration and can be deployed as licensed software or as a hosted service. Siebel solutions are tailored to the unique needs of 23 industries and incorporate industry-specific business processes, best practices, and business insight. They are the product of more than $2 billion in R&D investments and reflect over 11 years of experience with more than 4,000 organizations. Together with its extensive global network of alliance partners, Siebel provides the people, process, and technology expertise critical in driving business value from the deployment of customer-facing solutions. Over 3 million users worldwide in organizations of all sizes depend on Siebel solutions to deliver dramatic improvements in how they identify, acquire, retain, and serve customers. For more information, visit www.siebel.com. For more information on Siebel Systems solutions and services, please visit our Web site: CRM -- http://www.siebel.com/crm; OnDemand Solutions -- http://www.crmondemand.com; Industry CRM -- http://www.siebel.com/industry-crm; Call Center and Service -- http://www.siebel.com/call-center; Sales Force Automation -- http://www.siebel.com/sales-force-automation; Marketing Automation -- http://www.siebel.com/marketing-automation; Business Intelligence -- http://www.siebel.com/business-intelligence; Integration Solutions -- http://www.siebel.com/integration-solutions; CRM Services -- http://www.siebel.com/crm-services. Except for the historical information contained herein, this press release contains forward-looking statements that involve risk or uncertainties. Future operating results of Siebel Systems may differ from the results discussed or forecasted in the forward-looking statements due to factors that include, but are not limited to, risks associated with customer relations, such as the availability of Siebel Systems' products and services, customer implementation of products and services, relationships with customers, third-party vendors and systems integrators, concentration of revenues in a relatively small number of customers, existence of errors or defects in products, ability to successfully manage growth, significant current and expected additional competition and the need to continue to expand product distribution and services offerings. Further information on potential factors that could affect the financial results of Siebel Systems are included in Siebel Systems' Annual Report on Form 10-K, Quarterly Reports on Form 10-Q and its other filings with the Securities and Exchange Commission, which are available at www.sec.gov. Siebel Systems assumes no obligation to update the information in this press release. Siebel is a trademark of Siebel Systems, Inc. and may be registered in certain jurisdictions. All other product and company names mentioned are the property of their respective owners and are mentioned for identification purposes only. |
