Norstan Consulting Solution Strenghtens Sales Process At BindView

Business Wire, March 18, 1999

MINNEAPOLIS--(BUSINESS WIRE)--March 18, 1999--BindView Development Corporation, a Houston-based developer of systems management software products, has implemented an Enterprise Relationship Management (ERM) solution from Norstan Consulting to manage and automate its sales process. The solution, using Onyx Software's Customer Center application tool, streamlines sales procedures allowing staff to spend more time concentrating on sales and marketing and less on administrative work.

"To address rapid growth and the success of BindView services and products, we needed a more comprehensive method of capturing, tracking and analyzing sales and other customer interactions," said David Pulaski, BindView director of sales. "Our previous system was not capable of providing data for accurate sales forecasting and lacked other controls and reporting tools to generate complete and consistent reports. We asked Norstan Consulting to help us design a new sales automation process."

Norstan Consulting conducted detailed interviews with each key BindView sales unit to gain a thorough understanding of the sales process and other business needs. Norstan Consulting then worked with a cross-functional BindView team to ensure understanding and consensus for use of the new Customer Center sales tool. More than 100 users received customized training materials to prepare for implementation. BindView chose the Onyx-based solution because of its flexibility and customizable features. As a certified systems integrator for Onyx Software, Norstan Consulting's Enterprise Relationship Management Solutions practice managed the implementation and customization for the Customer Center application tool for BindView.

"This new sales reporting solution from Norstan Consulting will save us valuable time while reducing costs," added Pulaski. "We now are accessing real-time data critical for forecasting, decision-making, measuring effectiveness and providing new insights into how we can grow and prosper in the future."

Founded in 1990, BindView Development Corporation is a leading provider of systems management software for Microsoft Windows NT and NovellWare networks. It develops, markets and supports a suite of system management software products that manage the security and integrity of complex, distributed client/server networks. The BindView Enterprise Management System product line provides software solutions for systems administration, security management, and enterprise inventory of LAN assets, Year 2000 assessment of PC hardware and software. Details about BindView's offerings are available on the company's web site www.bindview.com.

Norstan Consulting is the information technology business unit of Norstan, Inc. Norstan is a global leader in technology services providing information technology and communication systems solutions to business clients worldwide. Headquartered in the Twin Cities, Norstan's sales and consulting service offices are in more than 65 locations in North America and Europe. Through its three operating units - Global Services, Communication Solutions and Financial Services - Norstan offers leading-edge technology products, world-class technology services and competitive financial offerings as a single-source provider. For more information about Norstan Consulting, visit the website, www.norstanconsulting.com.

Norstan and associated product names are trademarks or registered trademarks of Norstan, Inc. in the United States and/or other countries. All other products and service names mentioned in this document may be trademarks of the companies with which they are associated.