Concentra Corporation Signs $1 Million contract with HBOC to Provide Consultative Selling Software.BURLINGTON, Mass.--(BUSINESS WIRE)--Sept. 11, 1997-- HBOC HBOC HBO & Co of Georgia HBOC Hereditary Breast and Ovarian Cancer HBOC Hemoglobin-Based Oxygen Carrier HBOC Hawke's Bay Orienteering Club (New Zealand) HBOC Hunter Bird Observers Club HBOC Horse Breeders and Owners Conference to automate salesforce with SellingPoint and Siebel Sales Enterprise Concentra Corporation (Nasdaq:CTRA CTRA Canadian Therapeutic Recreation Association CTRA College Terrace Residents' Association CTRA Canadian Telecommunications Resellers Alliance CTRA Committee To Restore America ), a leading supplier of sales and engineering automation software solutions, today announced an agreement with HBO Hyperbaric oxygen therapy (HBO) A form of oxygen therapy in which the patient breathes oxygen in a pressurized chamber. Mentioned in: Ozone Therapy & Company ("HBOC", Nasdaq:HBOC) in excess of $1 million to develop a consultative selling Consultative selling emphasizes customer needs and meeting those needs with solutions combining products and/or services. A consultative salesperson typically provides detailed instruction or advice on which solution best meets these needs. system based on SellingPoint(r). HBOC will use SellingPoint to determine optimal healthcare information system solutions for its customers. SellingPoint will configure See configuration. (software) configure - A program by Richard Stallman to discover properties of the current platform and to set up make to compile and install gcc. Cygnus configure was a similar system developed by K. these solutions based on the specific needs of a healthcare organization such as the number of beds, outpatients and emergency room patients. The SellingPoint portion of the solution will be used for software, hardware and service quotation production: it will be able to identify system prerequisites, hardware sizing, and configuration options, service options and ultimately pricing. The system will then generate quotations and proposals, as well as internal reports for revenue forecasting and reporting. The integrated system will manage opportunities, and the configured solutions associated with those opportunities, from initial account contact all the way to contract fulfillment. Since HBOC's sales organization uses Siebel Sales Enterprise(tm) and Lotus Notes Messaging and groupware software from IBM Lotus that was introduced in 1989 for OS/2 and later expanded to Windows, Mac, Unix, NetWare, AS/400 and S/390. Notes provides e-mail, document sharing, workflow, group discussions and calendaring and scheduling. (r), integration of these applications with SellingPoint's configuration capabilities will allow the HBOC sales organization to support the sales process A sales process is a systematic approach for performing product or service sales. The reasons for having a sales process include seller and buyer risk management, achieving standardized customer interaction in sales and scalable revenue generation. at an enterprise level and increase information flow for all users with the goal of reducing sales cycle time, increasing revenue and decreasing administrative functions. "SellingPoint's proven integration with Siebel and with Lotus Notes was a determining factor in selecting a sales automation Sales Automation - Sales Force Automation system," stated Vicki Kipreos, Manager of Sales Force Automation Automating the sales activities within an organization. A comprehensive SFA package provides such functions as contact management, note and information sharing, quick proposal and presentation generation, product configurators, calendars and to-do lists. at HBOC. "And just as importantly, when we evaluated configuration system functionality and maintainability, SellingPoint was clearly the best solution available. We also were impressed with the quality of their people." "A consultative selling system based on SellingPoint will be a great asset to our sales and order management operation," stated Sally Love Connally, HBOC's Vice President of Business Operations Business operations are those activities involved in the running of a business for the purpose of producing value for the stakeholders. Compare business processes. The outcome of business operations is the harvesting of value from assets . "The relentless changes in the healthcare industry are driving the scope and volume of our product offering. This environment demands a flexible system with the sophistication so·phis·ti·cate v. so·phis·ti·cat·ed, so·phis·ti·cat·ing, so·phis·ti·cates v.tr. 1. To cause to become less natural, especially to make less naive and more worldly. 2. to map our product and service capabilities to our customers' needs in order to deliver the optimal solution." Today HBOC has several interdependent in·ter·de·pen·dent adj. Mutually dependent: "Today, the mission of one institution can be accomplished only by recognizing that it lives in an interdependent world with conflicts and overlapping interests" organizations responsible for the different aspects of a typical system sale, including software, hardware, and services. Sally Love Connally went on to state, "The SellingPoint solution will integrate these discrete functions into one system that will be used by all organizations, including salespeople sales·peo·ple pl.n. Persons who are employed to sell merchandise in a store or in a designated territory. at the point of sale. Ultimately, I can envision our salespeople using the SellingPoint solution to perform trade-off studies with our customers and prospects, giving HBOC a customer-focused, competitive edge in the marketplace." "Working with Concentra's technology, HBOC will be able to build new sales processes that will be far more sophisticated than their competitors' in the healthcare market," stated David Lemont, Concentra's COO. "We strongly believe that by implementing a consultative selling system, HBOC will improve its selling process and ultimately, its overall performance." HBOC With more than 5,000 employees worldwide, HBOC serves the information systems needs of the health enterprise - integrated health systems, managed care organizations, physician enterprises, payers, home health agencies and hospitals. HBOC develops, implements and supports patient care, financial, clinical, homecare, managed care and strategic management software that facilitates the integration of data throughout the enterprise. It also provides a full complement of network technologies and electronic commerce as well as outsourcing services for managing business offices and information system operations. For more information on HBOC, call (800) 981-8601, or visit the home page at www.hboc.com . About SellingPoint SellingPoint, technology for building consultative selling systems, increases sales throughput while significantly trimming sales cycle time and cost per sale for market-leading companies in the electronics, high technology and industrial products industries. SellingPoint's unique technology empowers salespeople to interactively and consultatively capture customer needs and engineer the optimal solution, not just a valid configuration. By bringing back office knowledge to the point of sale, SellingPoint expedites purchasing decisions and positively revolutionizes the buying experience. Concentra Corporation Concentra Corporation is the leading provider of sales and engineering software solutions for empowering the knowledge-based organization. Using Concentra's object-oriented software, market-leading companies worldwide in the aerospace, automotive, industrial products and high technology industries are creating customer-driven sales proposals, product configurations and designs in minutes, not months. Headquartered in Massachusetts, the company operates from offices throughout the United States United States, officially United States of America, republic (2005 est. pop. 295,734,000), 3,539,227 sq mi (9,166,598 sq km), North America. The United States is the world's third largest country in population and the fourth largest country in area. , Europe and Asia. For more information, contact Concentra Corporation, 21 North Avenue, Burlington, MA 01803-3301, Tel: (800) 229-7422, Fax: (781) 229-4700, or www.concentra.com . CONTACT: Concentra Corporation Janet Page 781/229-4669 jpage@concentra.com |
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