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Salesforce.com Continues March on Enterprise

Continuing its planned assault on the enterprise software market, Salesforce.com, a leader in online customer relationship management (CRM), will announce on Monday that Javelin Technologies Inc., an electronic trading technology company (and a wholly-owned subsidiary of NYFIX), has standardized on Salesforce.com Enterprise Edition.

According to Salesforce.com (and other makers of Web-native CRM software) Javelin Technologies is representative of a growing number of companies that are switching from enterprise CRM software solutions to browser-based CRM due to frustration with high costs, complex products, and lengthy or unsuccessful client-server implementations.

Salesforce.com cites market research figures that report a 55 percent failure of CRM from enterprise independent software vendors (ISVs) and a Morgan Stanley report that estimates that 40 percent of all enterprise software purchased is never installed.

Javelin Technologies' story seems to support that claim. "When I joined Javelin about a year ago, the CRM solution the company had invested in was still sitting on the shelf unused," said Andy Williams, senior vice president of sales for Javelin Technologies, in statement releases by Salesforce.com. "The task of implementing and embedding it within our organization, both technically and culturally, simply took too many resources away from our core responsibility of selling and supporting our customers."

"Salespeople are supposed to be tracking all their customers' behavior, writing forecasts, and knowing everything about their accounts, but they can not do it if the software is on the shelf," said Marc Benioff, chairman and CEO of Salesforce.com. "Salesforce.com is winning accounts because we provide enterprise class functionality without the high risk and high cost of traditional enterprise software such as Siebel."

In the past year, Salesforce.com claims that it has added more CRM customers than Siebel, PeopleSoft, Oracle, and SAP combined. Its customers include le Meridien Hotels Worldwide, Autodesk, USA Today, Kikkoman, and Daiwa Securities.

Salesforce.com is listed by ASPnews as a Top 20 Service Provider.


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