CUSTOMER relationship management (CRM) vendor Pivotal has installed its first New Zealand country manager.
Tony Mitchell, former Australasian sales director at Baycorp Advantage, says his company has had a strong presence in New Zealand and that this appointment has always been on the cards.
Pivotal’s CRM offerings are aimed at small to medium enterprises (SME) and Mitchell says he will shortly make an announcement to further infiltrate that market.
“Locally we’ve been working with a hosting partner and have developed a monthly rental hosted business which will cater for smaller organisations,” he says.
Mitchell says that although Pivotal sells direct the majority of leads go through the channel and even direct sales eventually involve partners.
“Overall our resellers are a pretty happy bunch. We tend to work with partners more closely than most vendors, in fact they often see us as an extension of their sales team.”
While Mitchell has plans to grow Pivotal’s channel he says working with existing partners, including OA Systems, Savio Solutions and Fusion5, is a priority. He says CRM is now a must-have solution rather than a nice-to-have for companies.