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David Sims - TMCnet CRM Alert Columnist[March 30, 2005]

Centive Announces CSC Alliance

By David Sims, TMCnet CRM Alert Columnist

Bedford, Mass.-based Centive has announced an alliance agreement with Computer Sciences Corporation to provide application hosting for Centive’s on-demand sales compensation system, Centive Compel.

Compel, a hosted sales compensation management product, automates the administration, calculation, reporting and analysis of sales commission and bonus plans. Hosted by CSC, Compel will be offered as a subscription service for companies seeking a flexible, comprehensive and secure solution for sales compensation management.

Centive launched the Compel Beta program in November 2004, and signed five Beta customers to help test the application prior to the scheduled general availability release in early spring 2005. In January, Centive announced it had signed its first multi-year subscription customer, billing and revenue management provider Portal Software.

New customer acquisitions have continued under Centive’s Early Adopter program. Centive’s promotional efforts have generated responses from prospective customers interested in Centive’s pitch of the financial control and sales performance benefits of Compel, as well as the on-demand, subscription-based delivery model.

As Centive completes the final phases of the Beta program, hosting of Compel will move from Centive’s internal servers to CSC’s data centers. CSC’s hosting services provide an infrastructure environment more reliable and secure than the internal IT environments of some companies.

The benefits of automated sales compensation management are well documented, but the costs associated with the purchase, implementation, and ongoing management and maintenance of these solutions put them out of reach for many organizations, said Tracy Martin, senior analyst at META Group: “The on-demand model, already proven in the CRM marketplace, offers an affordable alternative that may provide significant value for mid-market companies seeking to leverage sales commissions and bonuses as a strategic sales performance tool.”

David Sims is contributing editor and CRM Alert columnist for TMCnet.

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