Cloud based tools drive high growth companies: the future of Sales Planning & Performance Management

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1 Cloud based tools drive high growth companies: the future of Sales Planning & Performance Management Cloud based sales planning and performance management tools unlock high growth. They are the future and quickly develop world class practises in SME's. Companies with high growth aspirations need to put into place world class planning, trajectory management - and move quickly! Tagore Ramoutar - Chief Commercial Officer, Foresite SPA tagore@foresitespa.com

2 Cloud is the future for enterprises Cloud-based file sharing, storage and synchronisation services are at the forefront of the consumerisation trend. They enable employees to collaborate more effectively and boost productivity by using simple tools with interfaces they are familiar with. FT Paul Taylor: Financial Times Dec

3 What do we mean by Cloud based tools? Cloud computing is essentially a service that has: on-demand network access to a shared pool of configurable computing resources (e.g., networks, servers, storage, applications, and services) that can be rapidly provisioned and released with minimal management effort or service provider interaction * Simply put Cloud based tools are tools hosted via a third party and accessed via the internet. * National Institute of Standards and Technology

4 The future of enterprise software solutions lies in SaaS/Cloud tools The global market is expected to grow 18.1% in 2014 to $157bn. In 2018 this will reach $290bn Trends driving this: Move to BYOD [Bring Your Own Devices] The massive growth in consumer or client data and requirement for seamless access, backup and currency Growth of mobile working and dispersed workforces 4G / Access to cheap bandwidth / internet *Headwaters MB

5 The future of enterprise software solutions lies in SaaS/Cloud tools SaaS business models will continue to expand into new territory such as business intelligence (BI) tools, industry verticals and business processes such as enterprise resource planning (ERP), billing, payroll and transactional processing. * * Headwaters MB

6 Advantages of Cloud Based Tools (Part 1) Quick and easy deployment - Lower/minimal set up costs and faster deployment Reduces spending on technology - Moves fixed cost (capex) to variable opex Automatic software updates removes need for onsite maintenance and rolling out software updates (reduces IT cost) Flexibility to expand or contract and almost unlimited storage

7 Advantages of Cloud Based Tools (Part 2) Backup and Recovery No need to rely on backup plus gives fast Business Continuity in the event of a disaster without extra work Improves/promotes collaboration, improved processes and control Work from anywhere Green Cloud is less energy intensive than onsite servers

8 Why Cloud? Cloud-based tools give SME s access to business tools that previously they could not afford to implement Cloud based tools allow large enterprises to keep their business tools up-to-date and to innovate in a way they couldn t previously due to their size

9 Go Beyond CRM and Drive High Growth Cloud-based tools allow SMEs access to enterprise-class technology. It allows SMEs to move faster than big, established competitors Good Companies Utilise CRM Best in Class Beyond CRM Most SME s Accounting Tools Many applications migrating to cloud

10 Beyond ERP and CRM: Foresite The Cloud allows SMEs to cheaply access very advanced tools Moving your accounting and CRM to cloud versions will get you many benefits but to become world class and differentiate yourself from your competitors you need to go beyond Foresite SPA is one of those beyond apps that will help companies achieve sector beating high growth and become world class. Foresite is a revolutionary Sales Performance Application (SPA) that improves the effectiveness of ambitious management teams to deliver outstanding sales growth.

11 The Difference between CRM and Sales Performance Tools World class CRM tools implemented well are not sales planning tools. Great accountancy packages do not give sales performance mgnt. We see the benefits and invest in the above, but companies often do not understand the need for Sales Planning and Performance Management tools. Foresite is a Sales Planning and Performance Management tool with CRM functions it is truly Beyond CRM.

12 The Difference between CRM and Sales Performance Tools Foresite increases productivity across a company s entire sales value chain by managing customer information, commercial intelligence and performance analytics in one cloud-based system that helps them recognise opportunities and overcome barriers to sales.

13 World class high growth companies can drive growth using Foresite Integrated Plans Dynamic/ Rolling Plans Sensitivity Scenarios Pipeline Management Rolling Forecasts Pipeline Plans Trajectory Management Cloud based planning & Management Targets (stretch etc.) Performance Management Control & Responsibility G: Index Visibility Ownership

14 Cloud Apps drive new ways of working: Foresite s Trajectory Management LIMITERS TARGET 100% DRIVERS TODAY

15 Benefits of dynamic integrated planning tools Drive sales growth Manage market risk Overcome barriers to sales Measure competitor impact Aid resourcing & investment decisions Reinforce investor confidence Easier, more accurate forecasting & budgeting Improve management of sales teams and channels Pipeline visibility and control Resolve future sales gaps Identify underperformance Improve competitiveness Accurate rolling forecasts Underpins FP&A Scenario planning Sensitivity analysis Strong data governance Increase control of working Improve production planning Reliable rolling forecasts Improve supply chain management Drive process & performance improvements Reduce obsolescence Increase customer service levels Identify barriers to customer acquisition & retention

16 The Future: Cloud Based Tools High quality planning and good sales management oversight are the bedrock or foundation of a good company s performance Foresite gives instant insight and transparency across the sales pipeline.

17 Helping world-class companies deliver high growth We find Foresite SPA very adaptable and were surprised how easy and quick it is to use. We saw the benefits of working with Foresite in the 1st quarter OEM AUTOMOTIVE Foresite is an essential tool for our planned business expansion and diversification HOUSEHOLD PRODUCTS Foresite s G-Index is exactly what Smithfield needed to communicate their increasing sales capabilities to their investors FMCG FOOD We immediately had confidence in Foresite s projections and analytics SPECIALTY CHEMICALS Sales pipeline and technical pipeline management were critical for Danisco s rapid entry into the global perfumery and flavours market. FUNCTIONAL INGREDIENTS

18 Cloud based tools drive high growth companies: The Key Takeaways Cloud based tools are the future for SME s - they are cheaper and give access to current world class apps. Cloud based tools allow you to be nimble and radically improve your quality of working will drive business improvement. There are many specialist cloud based apps to support your business. Get the right ones, use them well and you have a competitive advantage!

19 Cloud based tools drive high growth companies: The Next Steps Good starting point is to move your accountancy / ERP package and CRM to cloud based versions. BUT to really drive high growth consider adding / integrating Foresite!

20 Taking the if out of What if?