Onyx Delivers CRM Services to Airborne Express

by Robyn Greenspan

The air express distribution service takes Onyx as a partner in an effort to gain critical market share from rivals.

Provider of worldwide distribution solutions Airborne Express has selected Onyx Software Corp. to deliver the customer relationship management (CRM) tools and expertise needed to propel sales and marketing efforts.

The air express delivery field is becoming more competitive and the 50-year-old Airborne hopes to expand its traditional services to include new offerings designed to gain critical market share from rivals. Aware of the low success rates in CRM implementation, Airborne chose Onyx for their comprehensive mix of technology, strategic services and strong commitment to customer success.

"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 for 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. 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."

Airborne now joins the growing list of Onyx customers which include American Express, Broadwing, Commerce One, Credit Suisse, Dreyfus, FirstWorld Communications, Portland Trail Blazers, Prudential Securities and Sierra Health Services.

  This article was originally published on Monday Apr 16th 2001
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