Airborne Express Selects Onyx Software to Optimize Sales and Marketing as It Expands Offerings

Airborne Looks to Build Competitive Advantage

And Increase Market Share via Onyx Solution



Apr 16, 2001, 01:00 ET from Onyx Software Corp.

    BELLEVUE, Wash. and SEATTLE, April 16 /PRNewswire/ -- Airborne Express has
 chosen Onyx Software Corp. (Nasdaq:   ONXS) as its CRM partner to power its
 sales and marketing teams with the tools, information and insight needed to
 strengthen sales efforts and more effectively cross-sell and up-sell its
 recently announced expanded customer service offerings.
     A Fortune 500 organization focused on providing its customers with total
 distribution solutions, Airborne recently announced plans to expand its
 traditional air express delivery services to include several new offerings.
 To execute on this new strategy and gain critical market share from its
 rivals, Airborne turned to Onyx.
     "Of the competing solutions we scrutinized during the selection process,
 Onyx was the only company that focused on understanding our new service
 offerings, business issues and unique market needs," said Ken McCumber, senior
 vice president of sales.  "Onyx understands go-to-market sales strategy, and
 their diligence at every stage of our involvement with them proved to us that
 Onyx was serious about being a true partner.  Secondly, Onyx was the only
 candidate that could use its software to demonstrate where we were in its own
 sales process -- something that, surprisingly, no other company could
 effectively illustrate."
     Conscious of the low success many companies have experienced implementing
 CRM, Airborne chose Onyx because of its strong implementation record and
 commitment to customer success.  A recent study by AMR Research found that
 only 12 percent of CRM implementations exceeded company expectations -- a
 finding largely attributed to employee resistance to change.
     "Onyx consistently scored 30 percent higher than other candidates in an
 internal evaluation that included a significant sample of our salespeople,"
 McCumber said.  "To us, getting enthusiastic buy-in from our sales team is
 essential, and Onyx was the product of choice."
     "As a fierce competitor in the market for express delivery services,
 Airborne recognized the importance of including its key people in the
 evaluation process," said Brent Frei, chief executive officer of Onyx.  "The
 greatest tools in the world do nothing unless the people use them.  Airborne's
 dedication to ensuring its sales and marketing force is armed with go-to-
 market tools and intuitive technology illustrates its desire to win, and Onyx
 is extremely pleased to be a part of this formula for success."
 
     About Airborne Express
     For more than 50 years, Airborne (NYSE:   ABF) and its subsidiaries have
 served the shipping needs of business customers around the world.  Today,
 Airborne offers total distribution solutions by providing time-sensitive
 delivery of documents, letters, small packages and freight to virtually every
 U.S. ZIP code and more than 200 countries.  Customers can select from a
 variety of services, including same-day, next-morning, next-afternoon or
 second-day delivery, air express and freight, ocean service, and logistics
 management.
 
     About Onyx Software
     Onyx Software Corp. (Nasdaq:   ONXS), is a global supplier of customer-
 centric e-business enterprise applications that power a company's entire
 business world, connecting sales, marketing and service organizations with
 customers and partners.  Onyx products deliver the critical functionality
 needed to attract, acquire, and retain partners and customers across all
 channels and touch points providing the flexibility, reliability and
 scalability needed to realize a high return on investment and forge a
 competitive advantage in today's marketplace.  Onyx offers the comprehensive
 mix of technology, strategic services, and implementation support to deliver
 enterprise business value through a branded, seamless customer experience.
     Onyx customers include American Express, Broadwing, Commerce One, Credit
 Suisse, Dreyfus, FirstWorld Communications, Portland Trail Blazers, Prudential
 Securities and Sierra Health Services.  Additional information can be obtained
 by phone at 888-275-6699, email at info@onyx.com or via the Web at
 www.onyx.com.
 
 

SOURCE Onyx Software Corp.
    BELLEVUE, Wash. and SEATTLE, April 16 /PRNewswire/ -- Airborne Express has
 chosen Onyx Software Corp. (Nasdaq:   ONXS) as its CRM partner to power its
 sales and marketing teams with the tools, information and insight needed to
 strengthen sales efforts and more effectively cross-sell and up-sell its
 recently announced expanded customer service offerings.
     A Fortune 500 organization focused on providing its customers with total
 distribution solutions, Airborne recently announced plans to expand its
 traditional air express delivery services to include several new offerings.
 To execute on this new strategy and gain critical market share from its
 rivals, Airborne turned to Onyx.
     "Of the competing solutions we scrutinized during the selection process,
 Onyx was the only company that focused on understanding our new service
 offerings, business issues and unique market needs," said Ken McCumber, senior
 vice president of sales.  "Onyx understands go-to-market sales strategy, and
 their diligence at every stage of our involvement with them proved to us that
 Onyx was serious about being a true partner.  Secondly, Onyx was the only
 candidate that could use its software to demonstrate where we were in its own
 sales process -- something that, surprisingly, no other company could
 effectively illustrate."
     Conscious of the low success many companies have experienced implementing
 CRM, Airborne chose Onyx because of its strong implementation record and
 commitment to customer success.  A recent study by AMR Research found that
 only 12 percent of CRM implementations exceeded company expectations -- a
 finding largely attributed to employee resistance to change.
     "Onyx consistently scored 30 percent higher than other candidates in an
 internal evaluation that included a significant sample of our salespeople,"
 McCumber said.  "To us, getting enthusiastic buy-in from our sales team is
 essential, and Onyx was the product of choice."
     "As a fierce competitor in the market for express delivery services,
 Airborne recognized the importance of including its key people in the
 evaluation process," said Brent Frei, chief executive officer of Onyx.  "The
 greatest tools in the world do nothing unless the people use them.  Airborne's
 dedication to ensuring its sales and marketing force is armed with go-to-
 market tools and intuitive technology illustrates its desire to win, and Onyx
 is extremely pleased to be a part of this formula for success."
 
     About Airborne Express
     For more than 50 years, Airborne (NYSE:   ABF) and its subsidiaries have
 served the shipping needs of business customers around the world.  Today,
 Airborne offers total distribution solutions by providing time-sensitive
 delivery of documents, letters, small packages and freight to virtually every
 U.S. ZIP code and more than 200 countries.  Customers can select from a
 variety of services, including same-day, next-morning, next-afternoon or
 second-day delivery, air express and freight, ocean service, and logistics
 management.
 
     About Onyx Software
     Onyx Software Corp. (Nasdaq:   ONXS), is a global supplier of customer-
 centric e-business enterprise applications that power a company's entire
 business world, connecting sales, marketing and service organizations with
 customers and partners.  Onyx products deliver the critical functionality
 needed to attract, acquire, and retain partners and customers across all
 channels and touch points providing the flexibility, reliability and
 scalability needed to realize a high return on investment and forge a
 competitive advantage in today's marketplace.  Onyx offers the comprehensive
 mix of technology, strategic services, and implementation support to deliver
 enterprise business value through a branded, seamless customer experience.
     Onyx customers include American Express, Broadwing, Commerce One, Credit
 Suisse, Dreyfus, FirstWorld Communications, Portland Trail Blazers, Prudential
 Securities and Sierra Health Services.  Additional information can be obtained
 by phone at 888-275-6699, email at info@onyx.com or via the Web at
 www.onyx.com.
 
 SOURCE  Onyx Software Corp.