Close
  • Latest News
  • Big Data and Analytics
  • Cloud
  • Networking
  • Cybersecurity
  • Applications
  • IT Management
  • Storage
  • Sponsored
  • Mobile
  • Small Business
  • Development
  • Database
  • Servers
  • Android
  • Apple
  • Innovation
  • Blogs
  • PC Hardware
  • Reviews
  • Search Engines
  • Virtualization
Read Down
Sign in
Close
Welcome!Log into your account
Forgot your password?
Read Down
Password recovery
Recover your password
Close
Search
Menu
Search
  • Latest News
  • Big Data and Analytics
  • Cloud
  • Networking
  • Cybersecurity
  • Applications
  • IT Management
  • Storage
  • Sponsored
  • Mobile
  • Small Business
  • Development
  • Database
  • Servers
  • Android
  • Apple
  • Innovation
  • Blogs
  • PC Hardware
  • Reviews
  • Search Engines
  • Virtualization
More
    Home Applications
    • Applications

    CRM Isnt Just for the Big Guys

    By
    Jacqueline Emigh
    -
    January 8, 2001
    Share
    Facebook
    Twitter
    Linkedin

      As more and more software companies step into its ranks, the CRM market keeps swelling with partnering opportunities for systems integrators and solutions providers.

      Like longer established CRM players before them, newer entrants are now starting to team up with high-end and midmarket integrators. With their eyes on bigger slices of the CRM pie, the younger software companies are trying to carve out highly targeted partnership strategies.

      And for good reason. The CRM market is expected to grow at least 50 percent this year, with sales nearing $10 billion, according to several industry estimates. And familiar names like Oracle and Siebel arent the only CRM games in town.

      Webridge and Cytura, for instance, recently announced their intentions to take on market leaders BroadVision and Vignette.

      Webridge and Cytura both produce CRM environments aimed at ease of use and quick implementation. Both are using systems integrators for tasks like front-end customization, back-end integration and system deployment in far-flung regions. From there, however, their approaches diverge markedly.

      Betting on Bill Gates For its part, Webridge is pursuing a pure-play Windows approach. As a result, most of Webridges leads to systems integrators come from Microsoft and Intel. Integrators can use familiar scripting tools, such as Microsofts Visual Basic, to customize Webridges CRM environment for different B2B apps, says Gary Whitney Webridges VP of marketing.

      Cytura, on the other hand, is targeting its XML-based CRM software at vertical markets like health care, financial services, the enterprise space, and media and entertainment. “I dont think you can be all things to all people,” insists Bea Lozinski, Cyturas VP of strategy and alliances. Though currently available for Windows only, Cyturas product is slated for ports to Unix and the AS/400 by the close of Q2.

      Stay in Touch To find qualified integrators in vertical markets, Cytura staffers are relying on contacts already established in the industry and referrals from customers. Cyturas customer list ranges from Priority Healthcare, to Walt Disney Studios,to The Waterbury Republican.

      Over the past three years, Webridge has signed almost100 partners, Whitney says. About 10 to 15 are in a program for top-tier partners, which include Crowe Chizek, MarchFirst and Proxicom. Proxicom, for example, recently completed a CRM implementation for wireless ASP Aether Systems, enabling Aethers allies to update product information and pricing directly over the Web.

      In contrast, Cytura currently is formalizing a partnership program for software. One way Cytura plans to compete against the giants is to forge pacts with integrators and Web hosters in international locations, including Europe and the Asia-Pacific.

      Limited Allies Cytura plans to have a total of 50 to 75 partners, in categories that will include systems integrators, software vendors, and various solutions providers. “More partnerships [than that] would mean more overhead. We want to grow, but in a risk-free, managed way,” Lozinski contends.

      Cytura, meanwhile, is building a set of software-based “best practices” templates, aimed at specific vertical markets. Also, unlike Webridge, Cytura is making reseller arrangements with some of its system-integrator allies.

      Of course, Webridge and Cytura are not alone in pursuing new integrator partners. In a recent survey, industry analyst firm Cahners Instat profiled 38 “traditional” and “nontraditional” CRM players, all vying for market domination, thus showing a hotbed of competition.

      For systems integrators seeking new revenue streams, CRM constitutes very fertile ground.

      Jacqueline Emigh

      MOST POPULAR ARTICLES

      Android

      Samsung Galaxy XCover Pro: Durability for Tough...

      Chris Preimesberger - December 5, 2020 0
      Have you ever dropped your phone, winced and felt the pain as it hit the sidewalk? Either the screen splintered like a windshield being...
      Read more
      Cloud

      Why Data Security Will Face Even Harsher...

      Chris Preimesberger - December 1, 2020 0
      Who would know more about details of the hacking process than an actual former career hacker? And who wants to understand all they can...
      Read more
      Cybersecurity

      How Veritas Is Shining a Light Into...

      eWEEK EDITORS - September 25, 2020 0
      Protecting data has always been one of the most important tasks in all of IT, yet as more companies become data companies at the...
      Read more
      Big Data and Analytics

      How NVIDIA A100 Station Brings Data Center...

      Zeus Kerravala - November 18, 2020 0
      There’s little debate that graphics processor unit manufacturer NVIDIA is the de facto standard when it comes to providing silicon to power machine learning...
      Read more
      Apple

      Why iPhone 12 Pro Makes Sense for...

      Wayne Rash - November 26, 2020 0
      If you’ve been watching the Apple commercials for the past three weeks, you already know what the company thinks will happen if you buy...
      Read more

      eWeek has the latest technology news and analysis, buying guides, and product reviews for IT professionals and technology buyers. The site’s focus is on innovative solutions and covering in-depth technical content. eWeek stays on the cutting edge of technology news and IT trends through interviews and expert analysis. Gain insight from top innovators and thought leaders in the fields of IT, business, enterprise software, startups, and more.

      Facebook
      Linkedin
      RSS
      Twitter
      Youtube

      Advertisers

      Advertise with TechnologyAdvice on eWeek and our other IT-focused platforms.

      Advertise with Us

      Menu

      • About eWeek
      • Subscribe to our Newsletter
      • Latest News

      Our Brands

      • Privacy Policy
      • Terms
      • About
      • Contact
      • Advertise
      • Sitemap
      • California – Do Not Sell My Information

      Property of TechnologyAdvice.
      © 2021 TechnologyAdvice. All Rights Reserved

      Advertiser Disclosure: Some of the products that appear on this site are from companies from which TechnologyAdvice receives compensation. This compensation may impact how and where products appear on this site including, for example, the order in which they appear. TechnologyAdvice does not include all companies or all types of products available in the marketplace.

      ×