Siebel Updates Sales App

Available now, the updated SFA application consists of a host of features intended to encourage, reward and monitor sales-force behavior. These include new pay-for-performance capabilities that give managers dashboards and other key metrics that help them tie individual performance to compensation. Of course, for people to work better, they need easy access to relevant information. Siebel has included a sales content portal to accomplish that aim by uniting all pertinent sales information on one site. Integrated sales training further encourages SFA adoption.

In addition, version 7.7 now offers better integration with Microsoft Outlook and Microsoft Exchange, enabling users to embed the Outlook calendar within the Siebel user interface as well as link Outlook records with the Siebel database. The Siebel Exchange Connector automatically synchronizes calendar, contacts and to-do lists between Siebel Sales and Microsoft Exchange.

The name tells the goal of Siebel Usage Accelerator. The updated version incorporates best practices, guided methodologies and dashboards to measure and manage how well, and how quickly, sales organizations make use of the SFA application.

In addition, the application provides offline access to Siebel's stand-alone analytical software. That allows field people to easily analyze prospects and customers without being connected to the corporate network. Improved wireless support now guarantees message delivery through store-and-forward technology.

Finally, the San Mateo, Calif., company claims to have simplified the user interface through streamlined navigation and role-based activities.

Despite its enterprise focus, Siebel finds itself in a bit of vise--squeezed on one side by SFA upstarts such as Salesforce.com and Salesnet and on the other by suite vendors SAP, Oracle and PeopleSoft. While most analysts predict sales of CRM and SFA applications are poised to top those of other applications, Siebel has been buffeted by contrary predictions that show it either losing out to suites or capitalizing on renewed market interest.