Leverage Software Enters Relationship Capital Management Market
As a New Market Segment, Relationship Capital Management Enables Sales Organizations to Gain Insight, Access and Influence of Trusted Relationships to Accelerate Sales Cycles
October 5, 2004 – San Francisco, California – Leverage Software, a leading provider of Relationship Capital Management™, today announced its entry into the business applications market of social networking. Relationship Capital Management (RCM) is recognized by many of today’s leading industry analysts and industry pundits as technology that will profoundly impact the sales processes across both emerging and Global 2000 companies. Leverage Software’s RCM solutions are quickly becoming a strategic ally for leading sales organizations, empowering them to discover, analyze and leverage their collective enterprise relationships to gain access to and influence decision makers through a trusted introduction.
“Networking” is not a new concept in business; however Leverage’s introduction of its RCM solutions adds new value to relationships through personal referrals and trusted introductions. Operating on a simple premise and sophisticated technology, RCM helps enterprises collectively analyze and discover those contacts that can facilitate introductions in order to make them more effective and efficient at completing their tasks, goals and objectives. For sales professionals, it provides the opportunity to look for contacts in particular fields and/or companies to gain a new avenue for an introduction outside of a dreaded cold call. Leverage’s Relationship Intelligence™ dashboards and analytics provide sales and marketing personnel with the power to visually track and graph relationships and contact status. These dashboards show contact asset profiles that are segmented by title, geography, company, and sector and clearly demonstrate where strengths lie and where contact portfolios and lead generating activities might need to occur.
“The ability to gain access and insight into key deal influencers is a driving force in the rapid and widespread adoption of Relationship Capital Management by sales professionals,” said Mike Walsh, CEO and co-founder of Leverage Software. “We’ve moved beyond standard RCM solutions by studying the best practices of the most effective sales professionals and organizations to engineer a platform that provides not only knowledge about relationships, but a suite of productivity tools that have immediate impact on the sales process. With a few easy steps, our clients are empowered to begin analysis on prospects with a series of customized dashboards, gain new tactical information about their contacts from our regularly updated data services, and strategically segment their opportunities to create a plan of action to improve sales effectiveness.”
Building on the emergence of social networking has allowed relationship capital management to gain significant traction within a number of markets, including high technology, financial and professional service organizations. RCM is effective within organizations where sales processes are inherently more complex and will benefit from an introduction from a professional colleague. In conjunction with its announced entrance into the RCM market, Leverage Software announced its patent pending Relationship Intelligence solution that connects sales representatives with industry decision makers in a secure, trusted and private manner. Additionally, Leverage today announced the general availability of Leverage Relationship Intelligence for salesforce.com customers. As a sforce certified solution, Relationship Intelligence tightly integrates with salesforce.com’s on-demand platform to allow salesforce.com customers to seamlessly access Leverage's powerful relationship capital management capabilities.
“Despite the money and time that many companies have spent on sales technology- most notably sales force automation – reaping real, measurable business benefits has often been hard,” said Chris Selland, vice president, Sell Side Research of Aberdeen Group. “The emergence of relationship capital management is focused on helping individual sales professionals and their collective enterprises sales teams throughout the sales cycle. There is a clear opportunity for sales teams to achieve a competitive sales advantage as they use these new solutions that combine tactical sales information – both from inside enterprise systems and outside sources – with the context of personal introductions to accelerate the sales process.”
About Leverage Software
Leverage Software is a leading provider of relationship capital management (RCM) solutions that empower sales professionals and enterprises to discover, analyze and leverage relationships within their organizations to accelerate revenue opportunities. While many systems manage relationships between current customers and an enterprise, they fall short meeting sales professionals’ efforts to continually pursue new customers and grow revenue. Individuals and teams from small companies to the Global 2000 who use Leverage’s Relationship Intelligence™ are achieving a new level of sales execution by combining strategic analysis and tactical information with the insight, access and influence of trusted, professional relationship introductions. Leverage Software is a privately funded company headquartered in San Francisco, California. Find out more about how Leverage Software can strengthen your sales organization at www.leveragesoftware.com
For more information, please contact:
Dave Murray
Neale-May & Partners
(650) 328-5555, ext. 114
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