Harte-Hanks Inc., a customer relationship management services vendor, and Xchange Inc., a vendor that helps companies focus their resources on customers who represent the best long-term profitability, have formed a global strategic alliance.
Harte-Hanks, San Antonio, has purchased Xchange's analytics and campaign management software through an application service provider or hosting arrangement and will package and resell them as a key element of its integrated CRM offerings. A Web-enabled version of Xchange's products will be available to Harte-Hanks customers through this arrangement by the end of March.
By offering an ASP or hosted CRM solution, marketers will be able to begin operations quickly while eliminating much of the initial infrastructure costs associated with CRM projects, according to the companies. In addition, a Web interface means that Harte-Hanks clients will be able to retain control of their customer and prospect data and actively participate in the direct marketing process.
Harte-Hanks selected Xchange, Boston, as one of its CRM offerings primarily for Xchange's campaign management, analytic decision support and open architecture attributes, said Richard Hochhauser, president and chief operating officer at Harte-Hanks. Also, Xchange's joint development efforts with SAS Institute and MicroStrategy Inc. have allowed the company to provide advanced modeling and reporting.
Xchange has developed vertical applications for financial services, telecommunications, retail and e-commerce and plans to offer automotive, insurance, utilities, travel/hospitality and brokerage in 2001. These categories closely match the types of Harte-Hanks customers.