Friday, March 26, 1999
Cincom joins forces with German firm
Two to develop software for sales agents
BY MIKE BOYER
The Cincinnati Enquirer
Cincom Systems Inc. is teaming with a German software company to tap the growing market for software that automates the processing of acquiring and keeping customers.
Cincom announced at a German trade show this week it plans to form IC (Intelligent Customer) Solutions, a 50-50 joint venture with ORBIS GmbH.
The new company, which will be based in Reston, Va., will develop what's known as customer-relationship management software on a worldwide basis.
Cincom and ORBIS have a lot in common, both said. Both are privately held and offer complementary products to many of the same customers.
ORBIS, founded in 1986 and based in Saarbrucken, Germany, provides sales-force automation, telemarketing and customer-service software. Springdale-based Cincom, which was started 30 years ago, has expertise in knowledge-based software, electronic commerce and call-center software.
“By harnessing our collective value, we're excited about the enormous opportunities this should create for both of our firms,” said Tom Nies, Cincom president and founder.
The companies have complementary geography. ORBIS is established in Germany and France, and Cincom is strong in Scandinavian, United Kingdom and North American markets.
The Yankee Group, a soft ware industry research firm, has estimated the global market for customer-relationship management systems is $14 billion and growing at a rate of 40 percent a year.
“As the economy continues to do well, companies are increasingly having to fight for market share,” said Jim Wilson, Cincom's product director for IC Solutions.
“The focus has turned from back-office systems to the front end (of the business), growing sales and distribution,” he said.
CRM software is designed to provide sales agents with complete information about sales prospects before they call the prospects. It integrates information such as previous purchasing patterns and problems.
IC Solutions would be only the second joint venture that Cincom has formed. Three years ago, it formed a partnership with a company now known as Audent Software to form CinMark Inc., to market an object-oriented applications software called ObjectStudio.
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