SOURCE: Concursive Corporation

July 08, 2008 08:33 ET

IMA Financial Group Improves Efficiency of Sales Process and Lead Generation With ConcourseSuite 5.0

Financial Services Company Chooses Concursive Over Microsoft to Supply Its CRM and Lead Management Solution, Thanks in Part to Excellent Outlook Integration

NORFOLK, VA--(Marketwire - July 8, 2008) - Concursive Corporation, a leading developer of open source Customer Relationship Management (CRM), content management, and Enterprise 2.0 technologies, has been chosen by The IMA Financial Group, Inc. (IMA) to provide a comprehensive solution to manage its customers and leads. ConcourseSuite 5.0 will provide a single view of the customer across the marketing and sales divisions, and will enable IMA to coordinate sales processes between divisions that frequently have cross-sell opportunities or even share customers.

IMA is a financial services company that consists of Towerstone, Inc., TrueNorth, Inc., TrueNorth Securities, Inc. and IMA, Inc., the 17th largest privately held retail insurance broker in the United States.

The company conducted a year-long evaluation of several key vendors in the CRM and sales lead management markets, including Microsoft, salesforce.com, and ACT!, before selecting Concursive.

"We needed a platform that would allow us to manage the entire sales cycle and to coordinate client activities after the sale with a single customer view," said Brian Comerford, Project Analyst for IMA. "We had three overarching requirements: simplicity, flexibility and integration. We needed simplicity in how the system would be accessed and adopted by our sales team; flexibility to ensure the software fit with our business -- rather than us having to change our business processes to fit with the software; and integration with key office and productivity tools that we use, such as Microsoft Outlook. Concursive was the only company able to provide two-way information exchange with Outlook, something that not even Microsoft could provide directly at the time of our evaluation."

Comerford added, "All too often companies find that they have to change how they work to fit in with software on the market. With Concursive it was the other way around: its development team worked to provide the exact software we needed. The company has a radically different approach to software development and to its customers."

IMA selected an on-premise deployment of ConcourseSuite 5.0, which will ensure that its 50+ sales representatives have easy access to sales data and prospect status, and can easily manage pipelines and forecasts. With Concursive's two-way plug-in to Microsoft Outlook, IMA can ensure that sales appointments, actions and shared schedules are coordinated with the new CRM system using an interface which the sales team is already familiar with. As well as integration and data-sharing with Microsoft Outlook, IMA plans an upcoming project with Concursive engineers to integrate ConcourseSuite 5.0 with IMA's agency management system, Sagitta.

IMA reviewed both open source and proprietary solutions, with a focus on finding a solution that would meet its exact needs. "We reviewed a number of systems, and at no point in the evaluation process did we discriminate on whether a solution was open source or not," said Comerford. "To us it is about features, benefits and what suits our business. The evaluation process was a lesson in how some companies have a fundamentally different attitude: Concursive had the flexibility of an open source solution combined with a phenomenal commitment to deliver. That's what made it the outright winner."

Michael Harvey, EVP for Concursive, said, "Visibility of leads and customer contacts is vital for any company that wants to grow its sales and drive its business forward. Financial services organizations are risk-averse and handle large numbers of high worth clients. Customer data is arguably the most important asset financial services organizations have. For ConcourseSuite 5.0 to be chosen after such a rigorous selection process is a great testimony to our commitment to deliver market-leading solutions that are customizable to meet the individual needs of a business."

About The IMA Financial Group, Inc.

IMA Financial Group provides Risk Management, Insurance Services and Benefits Solutions. IMA specializes in Construction, Energy, Hospitality, Technology and Biofuels.

TrueNorth, Inc. is registered as an Investment Advisory firm with the Securities and Exchange Commission, and provides professional asset management and investment consulting services.

TrueNorth Securities, Inc. is a broker dealer firm specializing in company retirement plan solutions for businesses, and an insurance agency specializing in life, long-term care and disability insurance.

Towerstone, Inc. (formerly Energy Risk Associates, Inc.) is a Wholesale Insurance Broker and Managing General Agency with expertise in a broad spectrum of industries, specializing in energy and construction. Towerstone is based in Dallas, Texas with an office in San Antonio.

About Concursive Corporation

Concursive Corporation is the developer of two advanced enterprise-class open source business productivity applications, ConcourseSuite (formerly Centric CRM) and Team Elements. Concursive's products are used today by Fortune 500 companies in large configurations and by thousands of smaller enterprises. ConcourseSuite includes all common CRM modules and adds capabilities such as Website Authoring, integrated Web Content Management, Document Management, Customer Surveys, and advanced Help Desk functions. Team Elements delivers a complete Enterprise 2.0 team collaboration and community management suite. Concursive is a founding member of the Open Solutions Alliance and a member of the Red Hat Exchange (RHX). Among the investors in the company is Intel Capital. For more information, visit www.concursive.com.

Contact Information

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    Prompt Communications on behalf of Concursive Corporation
    Tel: 617.576.5763
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    Lisa Facinelli
    Prompt Communications on behalf of Concursive Corporation
    Tel: 617.576.5763
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