Airborne Chooses Onyx for Upsells and Cross-Sells

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Airborne Express has chosen Onyx Software Corp. as its customer relationship management partner to help the company effectively cross-sell and upsell its recently announced expanded customer service offerings, the shipping company said yesterday.

"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 at Seattle-based Airborne. "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."

McCumber said Airborne also chose the Bellevue, WA, company because of its strong implementation record and commitment to customer success. A recent study by AMR Research, Boston, 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."


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