LexisNexis

Interface Software Signs 300th CRM Customer

Investment Bank Adams, Harkness & Hill selects InterAction to track firm's one-to-one relationships

OAK BROOK (IL), 7 January, 2002: Adams, Harkness & Hill (AHH) has become Interface Software's 300th customer. The Boston-based investment banking firm recently purchased Interface Software's CRM solution, InterAction®, to create a centralized Relationship Intelligence knowledge base for its professionals.

In 1996 Interface Software identified the services economy as a market underserved by traditional CRM providers. At the time, few experts believed that the needs of this $1/2 trillion sector were so unique as to require a tailored solution. According to Nate Fineberg, Interface Software's President and CEO, InterAction's rapid ascent in popularity, culminating in the 300-customer milestone, evidences the broad-based demand for Relationship Intelligence. "Time and again we've heard from our customers that prior to InterAction, they had no viable CRM options. They are relieved to learn that a solution exists which can accommodate the business culture and practices of professional services organizations."

Traditional CRM systems focus almost exclusively on products-based businesses with predictable and repetitive sales cycles, and are used predominantly by mid-level sales and call center staff. In contrast, InterAction focuses on the unique and complex connections between people, companies, relationships, experience and expertise that professional services organizations depend upon to uncover new business opportunities. High-level professionals and executives—the people actually providing the services—are the primary users of InterAction.

Bridget O'Brien, Head of Marketing & Corporate Operations at AHH, said this distinction is what attracted her firm to InterAction. Rapid growth meant that the firm was serving a greater number of prospects and clients. The associated complexities of managing this scattered data underscored the need to identify a technology solution to pull this Relationship Intelligence together. AHH was looking for a CRM solution geared toward the financial services industry that would allow it to leverage the firm's strong one-to-one relationships. "Centralizing and leveraging this information in InterAction will help us work even smarter and enhance the value we provide to our clients. We believe that this technology, combined with our client-focused orientation and our collective skill and expertise, amounts to a winning combination."

AHH conducted an exhaustive search that included most of the traditional CRM packages. However those systems focused on areas of business irrelevant to AHH. "A lot of the financial services modules we saw were ideal for firms with a retail business, whereas we focus on the institutional investment community."

InterAction provided a better fit, and will allow the firm to manage clients along their life cycle and better manage which services AHH can provide along the way. According to O'Brien, the ability to manage this information is critical to their growth objectives. "Tracking information through a knowledge management system enables us to customize interactions around each client's particular needs and motivations—and ensures that every client interaction reflects the thinking of all those with relevant insights. We are pleased to launch InterAction as the technology infrastructure that will help us achieve our objectives."

About Interface Software
Interface Software is the leading provider of CRM solutions, enabling professional services firms to create the Relationship Intelligence they need to generate new business and enhance client service. Its flagship product, InterAction, is a flexible and uniquely designed platform that delivers this Relationship Intelligence throughout the organization, quickly, efficiently and cost-effectively. Relationship Intelligence is a firm-wide asset that reveals the unique and complex connections between people, companies, relationships, experience and expertise, empowering professionals to leverage who and what they know to uncover new revenue opportunities, differentiate themselves from the competition and enhance client service. InterAction is internet-enabled, allowing professionals to view information however they choose-through knowledge management platforms, corporate portals, intranets, extranets and wireless devices. For more information contact Interface Software, Inc. at 1420 Kensington Road, Suite 320, Oak Brook, IL 60523, Telephone: +1.630.572.1400, Website: www.interaction.com. In the UK, contact Dan Von Weihe, National Sales Manager, at 38 New Oxford Street, Suite 204 London, WC1A 1EP, United Kingdom, Telephone: +44.(0)78.7057.1234, Email: Dan.VonWeihe@lexisnexis.com.

About Adams, Harkness & Hill
Adams, Harkness, & Hill is an independent, full-service investment bank focused exclusively on emerging growth companies in the technology, health care and consumer sectors. Backed by its world-class industry research, AH&H offers each client a complete array of investment banking, sales and trading, asset management and corporate services. Uniting its commitment to developing long-term client relationships with its long-standing access to the nation's top portfolio managers, AH&H offers the expertise of a large national investment bank with the personalized attention of a specialized institution. Headquartered in Boston, MA, Adams, Harkness & Hill has West Coast offices in San Francisco, CA and European offices through Adams, Harkness & Hill Ltd. in London and Paris. More information is available at www.ahh.com.

InterAction is a registered trademark of Interface Software, Inc. All other product names mentioned are trademarks or registered trademarks of their respective owners.