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Kovair Strengthens Position in the Enterprise Market; Wins new customers, forms new partnerships for strategic relationship management.

Business/Technology Editors

SAN JOSE, Calif.--(BUSINESS WIRE)--July 10, 2001

Kovair Inc., which provides strategic relationship management software, has strengthened its position in the enterprise market for strategic sales relationship management in the first half of 2001. Kovair won three new customers, formed two partnerships and introduced a licensed version of its flagship product, VIPCenter(TM).

Kovair's VIPCenter provides a two-way view into a strategic customer account and allows both the company and its customer to collaborate online and recognize and build mutual value in the relationship. It is the only two-way relationship management software available to enterprise companies.

"Kovair had a strong first half and we anticipate an even stronger second half, given our pipeline of new customers and partnerships. We prepared for growth by expanding our management team and enhancing our software," said Krishna Subramanian, chairwoman and CEO of Kovair. "Kovair's value proposition for stronger relationships with high-value customers penetrates the zero-IT budget climate of the economic downturn."

Value proposition earns three new customers

VIPCenter's unique relationship management helps companies to drive revenue, winning Kovair new customers during the first half of this year, including Exodus Communications, BridgeGate and Ample Communications.

"VIPCenter provides an important competitive differentiator for businesses seeking to offer their best customers a unique level of care while also keeping service and support costs low," Subramanian said.

Exodus Communications, which provides complex Internet hosting and management services to Fortune 500 firms, will deploy VIPCenters to manage strategic accounts with major corporate customers such as General Electric, Credit Suisse First Boston, Merrill Lynch, and Bank of America.

In addition, Ample Communications, which designs and manufactures high-performance, high-bandwidth optical connectivity systems for the global communications infrastructure, selected VIPCenter to manage the strategic relationships critical to build and sustain the company's success. BridgeGate, LLC, Southern California's largest technology search firm, purchased Kovair's VIPCenter to allow its clients to participate in the professional recruitment process online.

Partnerships extend market reach

In May, Kovair announced its partnership with Actional, the leading provider of adaptive integration solutions for e-business. Actional provides real-time, direct-connect architecture to link disparate applications across an enterprise and extend those applications over the Internet. The partnership will ease and hasten integration between VIPCenter and companies' existing enterprise applications, including custom applications.

Kovair signed an agreement with WebEx Communications Inc., the leader in real-time communications infrastructure for Web meetings, to provide Kovair customers with online meetings. It enables strategic account managers to create meetings to discuss specific issues, presentations or regular customer briefings within VIPCenter.

Adds licensed version

In March, the company released a licensed version of VIPCenter to suit its enterprise customers' corporate IT strategies. The licensed version allows enterprises to host and manage the software in-house instead of outsourcing the operations to Kovair. VIPCenter software was previously available as a service only. The licensed version of VIPCenter is available for both Windows NT and Solaris platforms.

Enhances product performance

Version 2.3 of Kovair's VIPCenter, released in April, makes using VIPCenter even easier for business users. Kovair developed integrated desktop publishing so account managers, teams and customers can access VIPCenter content directly from Microsoft Windows Explorer, and edit, save and publish Microsoft(R) Office documents straight from the desktop to VIPCenter with a simple drag-and-drop. In this version, Kovair's customers can embed any Web-based application directly into one or more VIPCenters, even across firewalls. These include Web-based applications such as Siebel, Remedy, SAP and FedEx Package tracking.

Expands executive team

Kovair also expanded its management team in the first half of 2001, adding vice presidents of customer success and finance. Tom Weeks was named vice president of customer success, a position that further underscores the company's mission to strengthen its customers' strategic accounts. Steve Cole was named vice president of finance to manage Kovair's growing enterprise accounts.

Michael McLeod also joined Kovair's team as director of business development.

About Kovair, Inc.

Kovair, Inc. focuses on making companies' strategic accounts with customers, partners and suppliers more profitable while reducing account management and support costs. Kovair's flagship product is VIPCenter, a collaborative online solution that connects people, applications and processes across different companies to make each strategic account profitable and reduce management costs. VIPCenter is targeted at sales departments and strategic account teams within Global 2000 companies. Kovair was recently selected by Computerworld magazine as one of the Top 100 Companies to Watch in 2001. The company is based in San Jose, Calif., and has received venture backing from New Enterprise Associates, Sutter Hill Ventures, Dain Rauscher Wessels and Draper Richards. For more information visit the website at
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Publication:Business Wire
Date:Jul 10, 2001
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