5 Sales Blind Spots That Are Costing You Millions
|
|
- Nelson Stephen Booker
- 8 years ago
- Views:
Transcription
1 5 Sales Blind Spots That Are Costing You Millions Key Results from the Apttus and Adobe 2014 Sales Survey When it comes to closing deals, is your sales process an asset or a liability? Recently, Apttus and Adobe partnered on a survey to understand how sales leaders in Fortune 1000 companies are performing in regard to sales effectiveness and process efficiency. The results reveal that many organizations are unaware their processes are lengthening sales cycles and bleeding topline revenue. While 50% of survey respondents admit to ineffective sales processes, large percentages are confident in their sales enablement methodology. And although on the surface it appears that all of the pieces are in place, a deeper dive exposed a number of glaring process blind spots that are not being addressed. In sales, ignorance is not bliss, it s a huge disadvantage. This report reveals obstacles and blind spots that impede sales goals for companies worldwide. It also outlines a plan for improving visibility, which will in turn improve sales efficiency and effectiveness APTTUS & Adobe
2 About the Survey Apttus and Adobe assessed the impact that sales automation solutions, specifically Configure Price Quote, Contract Management and E-Signature, have on an organization s revenue and sales cycles by partnering to launch a world-wide benchmarking survey. The survey consisted of 35 questions about company revenue goals, sales and contracting systems in place, and internal processes for closing deals. More than 140 respondents from Fortune 1000 companies across a spectrum of industries were polled. Below is a visual breakdown of respondent firmographics (note: there is respondent crossover): About the Respondents By Industry By Business Department 66% 7% 2% 10% 7% 16% 3% 3% 75% 4% 14% 12% 2% 2% 5% 15% 6% 1% 19% 13% 2014 APTTUS & Adobe 2
3 The Results at a Glance 1 in 4 companies don t know their average pipeline multiple, deal size, Quoteto-Cash cycle time or win rate What are the top obstacles to achieving your sales goals? 4 out of 10 companies require 3 days or longer to generate a quote 45% of companies report that it takes over a week to get a contract signed Sales Effectiveness Process Efficiency Entering New Markets Sales Channel Productivity Insight into Customers Changing Market 24% 33% 32% 32% 30% 48% 50% of companies have experienced costly mistakes on quotes 1 in 3 companies are not managing renewals effectively and are missing opportunities to capture value Scaling the Business Tech Infrastructure Brand & Product Awareness New Product Launch Customer Retention Channel Turnover 21% 18% 18% 14% 12% 11% 20% of companies say forecasts are chronically inaccurate and negatively impact planning and spending Monetizing Acquisitions Regulatory Compliance Improving Product Quality 4% 3% 6% 2014 APTTUS & Adobe 3
4 What You Don t Know Is Costing You! The Five Most Critical Blind Spots for Sales Organizations 1. Poor Visibility into the Sales Process 1 in 4 survey respondents do not have any insight into key sales performance metrics A surprising number of the Fortune 1000 companies are struggling with sales blind spots. While some of the survey results can be attributed to an individual s lack of knowledge, the prevalence of checkered responses indicates alarming gaps in many organizations ability to quantify and/or share critical sales cycle data. 20% did not know / couldn t estimate their win rate 25% didn t know their average pipeline multiples Almost 10% didn t know revenue results from 2013 And perhaps the most compelling blind spot: 25% of sales professionals cannot say if their company is successful or not Even though increasing sales effectiveness is a top priority for a majority of respondents, without visibility into the current state of the business, it is impossible to take the necessary steps to eliminate friction and improve the sales process. As a result, companies are doomed to repeat the same costly mistakes that have been eating away at revenues and making it difficult to reach their sales goals APTTUS & Adobe 4
5 2. Delayed Quoting & Contracting Process Less than 1/3 of businesses can get a quote to the customer in 24 hours or less and 45% report it takes over a week to get a contract signed When you re nearing end of quarter or in a dead heat against a competitor getting an accurate and easy-tounderstand quote or contract in the customer s hands is critical. Yet less than 3 out of 10 businesses are able to turn a quote around in a 24 hour period. And almost half hang on to contracts for over a week! When product and pricing rules are centralized and up-to-date, and discounting rules are clear and enforceable, the quote should be the easiest part of the sales process. So for many businesses, generating a quote in under 24 hours should be a realistic benchmark. Yet, 70% of respondents can t get a quote in front of a customer in that time frame, and 40% of companies polled took longer than two days. Average Quote Turnaround Time Slow quotes are caused by a number of factors, including complexity of product catalogs and pricing, poor product knowledge among sales reps, error-prone manual steps, lack of anytime, anywhere access to quoting tools and business rules, and limited mobility. If a rep has to be tied to a desk to create a quote, getting a reliable 24 hour turnaround time is impossible. The final challenge many organizations face when it comes to quoting is syncing quotes with contracts. The sales process doesn t end when a quote is submitted, yet many organizations have no way to quickly turn quotes into contracts, or to speed along the signing with efficiency tools like E-Signatures. In fact, almost half of our survey respondents were not using E-Signature to automate getting the deal closed APTTUS & Adobe 5
6 3. Too Many Errors in Quotes 50% of companies have lost business due to quoting mistakes In addition to lengthy quote cycle times, many survey participants indicated that errors in quotes hurt revenue and margin, while increasing exposure to risk, and damaging the customer experience. A staggering 50% admitted to these costly mistakes. This number is higher when adjusted for unreported mistakes. Mistakes are commonly the result of manual steps, unapproved terms and complexity in selecting the right products and services. When selling in an extremely competitive industry, even small quoting errors can make the difference between winning and losing the deal, as the survey results corroborate. 60% of companies who experienced errors identified sales effectiveness as a top barrier to achieving their sales goals, whereas only 35% of companies that did not report errors in their quoting process, reported sales effectiveness as a top barrier. Mistakes are commonly the result of manual steps in the quoting process, use of unapproved, and risky, terms, and complexity in selecting the right products and services for the customer. In addition, byzantine, difficultto-understand quote proposals and informal back and forth chain quotes can confuse customers and slow down the approval process. Without an integrated contract management system, manual entry of information increases the potential for mistakes in the contracting process and can unintentionally cost companies untold revenue APTTUS & Adobe 6
7 4. Struggle with Selling to Existing Customers 1 in 3 companies are missing opportunities to capture value from existing customers through contract renewals Selling to existing customers is one of the most effective ways to meet goals for revenue, margin and growth. Unfortunately, even though most businesses generate at least half of their revenue in renewals with almost 35% of respondents generating 80% of revenue through renewals businesses have an abysmal amount of visibility into their renewals. Companies are commonly unaware of both where it comes from and how effectively it is captured. One third of survey respondents admitted they don t know what their annual increase clauses are, or if their deals even contain them. To compound the pain, the survey data shows that half of all companies are not successfully upselling and cross-selling at the time of renewal. Point blank, many companies are simply leaving money on the table Business Tied to Renewals 2014 APTTUS & Adobe 7
8 5. Forecasting Inaccuracies 20% of businesses reports their forecasts are not effective for business planning and spending decisions Revenue forecasts determine what purchases can be made, how much employees are paid, what programs are adopted and what interest rates money can be borrowed at. And for public companies, the forecast directly effects market capitalization and stock value. Despite the importance of accurate forecasts, many firms admit they are at risk for revenue shortfalls, and, in extreme cases, revenue restatements because their revenue forecasts are inaccurate. 50% of these firms report that forecasts are occasionally inaccurate, while 20% report their forecasts are chronically inaccurate and negatively impact planning and spending. For many organizations, a lack of visibility into contract data specifically, insight into the latest agreed-upon terms, commitments, and pricing contributes to errors, especially when it comes to revenue recognition and forecasting. What You Need to Know About Forecasting The average forecast error is anywhere from 13% to 39% (Courtesy of Forecasting Blog) 74% of industry leaders have a process for tracking prospect engagement (Courtesy of salesforce.com) About 40% of companies think that forecast inaccuracy has impacted their stock price by at least 5% (Courtesy of KPMG) Accurate forecasters performed noticeably better, growing share prices by 46%, which is 12% above average (Courtesy of KPMG) 2014 APTTUS & Adobe 8
9 Optimizing the Organization Reduce Blind Spots and Close Faster with Quote-to-Cash and E-Signature Solutions Quote-to-Cash is the end-to-end business process between the buyer s interest in a purchase and the realization of revenue. It includes creating a quote, submitting a proposal, negotiating and managing the contract, getting the contract signed, fulfilling the order, tracking payment and managing renewals. In addition to being more capable of effectively managing the five aforementioned blind spots companies that are able to sell effectively and efficiently have an advantage in three other key aspects as well: Control, Visibility, and Speed. 1. Control If you re familiar with customer relationship management (CRM) tools such as salesforce.com, you know that CRM effectively tracks the activities that move a lead to an opportunity to a closed deal. However, there is often a knowledge gap between what happens between the opportunity and the realization of revenue. An effective Quote-to-Cash solution, consisting of Configure Price Quote (CPQ) integrated with Contract Management and E-Signatures, eliminates costly, potentially deal-killing errors, halts maverick discounts and speeds time to revenue. With CPQ automation, managers can define what a good deal looks like including discount level, product, status, customer restraints and required approvals to ensure reps deals are aligned with important company goals. The addition of Contract Management and E-Signatures ensures customer and quote data is automatically merged from the system into the contract, eliminating mistakes due to data re-entry. If required, additional customer data can be collected as part of the approval process, further ensuring process consistency. Why Quote-to-Cash and E-Signature? 70% of CPQ users agree that they have a standard selling processes, which is 20% higher than non-user 80% of CPQ users agree that they price their products fairly and accurately, which is more than 10% higher than non-user Without e-signatures, 35% of people take 1-2 weeks to approve and sign sales contracts, and 10% take over 2 weeks to approve and sign With e-signatures, 30% get contracts approved within a day, and 45% in a week 2014 APTTUS & Adobe 9
10 2. Visibility Lack of visibility into the sales cycle can cause a variety of problems, all of which can result in lost revenue. Companies with optimized sales processes understand that visibility comes in three varieties: ensuring managers have visibility into what reps are doing, giving reps full visibility into their pipeline, approvals and product catalog, and finally, ensuring customers and partners have insight into pricing and the products and services catalog. When all three parties are informed, the experience is a vastly more efficient and effective sales process. Sales organizations equipped with an automated CPQ solution can enhance sales effectiveness with system driven intelligence. CPQ allows sales leaders to manage strategies for different channels or geographies by giving full visibility into sales trends and channel effectiveness, so executives can course-correct when needed. Easy to use guidance for the right products and services, pricing, margin targets, customer s existing assets and contracts help steer reps towards optimized deals so money isn t left on the table. An automated CPQ solution integrated with Contract Management will make the sales process more efficient. Once contracts are sent for E-Signature, the approval status is automatically updated throughout the entire cycle. Sales managers and reps can view the approval stage and status; in addition, they can easily find previously signed documents and maintain a detailed audit trail at the same time. This will also ensure revenue opportunities aren t being overlooked. Automating contract renewals and streamlining the approval with E-Signatures improve renewal rates and revenue growth, in some cases, by 15% or more, which at the enterprise level can boost your top line by millions. Linking quotes to contracts is a crucial step in aligning once siloed processes into a full Quote-to-Cash solution, which will provide greater organization wide optimization and improved sales numbers APTTUS & Adobe 10
11 3. Speed By automating quoting processes, sales organizations can tame complex catalogs, eliminate manual steps, and drastically shorten quote generation time. Getting a quote in front of a customer before the competition is critical; first-mover advantage, in many cases, will seal the deal. But the benefits of speed can be lost if contract management and approval isn t also automated. What s the value of having an accurate, speedy quote if the deal is bottlenecked at the contracting phase and doesn t get signed in a timely manner? Or, if all of the quote information has to be manually entered into another point solution or, even worse, transferred to paper, re-exposing the deal to the risk of costly errors? If it takes weeks to negotiate terms and conditions and get a signed contract, many of the advantages of an automated CPQ solution can be nullified. Quoting should flow seamlessly into a contract so deals close and get booked as fast as possible. One important way to accelerate contracting is by integrating E-Signature into the process, which can cut contract finalization time from weeks or days to minutes. Speed is one of the most valuable assets to any business. Companies that have created a full integrated Quote-to-Cash process experience a much more streamlined and efficient sales cycle, resulting in: CPQ: Yes CPQ: No Companies with CPQ Report Greater Overall Win Rate 4% 28% 28% 16% 10% 14% 6% 20% 30% 16% 2% 28% 500% faster signature-based approval times 28% shorter sales cycles 105% larger deal size on average 26% more reps achieving quota 49% higher proposal volume 17% higher lead-to-conversion rate 2014 APTTUS & Adobe 11
12 Closing Comments The Apttus and Adobe sales survey revealed that organizations that have automated CPQ, Contract Management and E-Signatures have a clear advantage over those that didn t. They are more aware of and better manage the sales blind spots that erode sales and revenue. They also benefit from shorter sales cycles and face fewer obstacles in rapidly reaching their sales goals. Apttus and Adobe will continue to conduct market research to identify further points of friction in critical sellside business processes and ways to improve them. About Apttus Apttus, the category-defining Quote-to-Cash software company, drives the vital business process between the buyer s interest in a purchase and the realization of revenue. Apttus is delivered on the Salesforce1 Platform, the world s most trusted and comprehensive cloud delivery infrastructure. Applications include Configure Price Quote (CPQ), Renewals, Contract Management and Revenue Management. Additionally, Apttus patent pending X-Author technology enables Microsoft Office to be a user-interface with full interaction and control between Salesforce and Microsoft Office. Apttus is based in San Mateo, California, with additional offices in London, UK, Bozeman, Montana and Ahmedabad, India. For more information visit: apttus.com. About Adobe EchoSign Adobe EchoSign is an e-signing solution, trusted and used by businesses of all types, including Fortune 1000 companies, healthcare organizations, and financial institutions, to accelerate critical business processes in Sales, HR, Legal, Procurement, and Operations. From the global leader in secure digital documents for more than 25 years, EchoSign quickly integrates with existing systems, extends mobile productivity, and reduces signature cycle times from days to minutes. For more information, visit: echosign.com 2014 APTTUS & Adobe 12
Extending the Value of Salesforce with Quote-to-Cash Apps
Extending the Value of Salesforce with Quote-to-Cash Apps Given the huge gap between CRM and ERP processes, capturing and transferring details on what products customers bought at what price and for what
More informationContract Management Flaws that are Submarining your Business
Contract Management Flaws that are Submarining your Business Key Results from the 2014 Contract Management Survey, powered by Apttus More often than not, sales figures are the metric used to measure a
More informationBuilding a Lead-to-Cash Solution
Building a Lead-to-Cash Solution With customer experience management in focus, leadto-cash offers an integrated, technology solution that automates all aspects of the sales cycle into a seamless workflow.
More informationOracle CPQ Cloud Product Overview. Sergio Martini CX/CRM Master Principal Sales Consultant CX Organization June 11, 2014
Oracle CPQ Cloud Product Overview Sergio Martini CX/CRM Master Principal Sales Consultant CX Organization June 11, 2014 Copyright 2014 Oracle and/or its affiliates. All rights reserved. Oracle Confidential
More informationYour Complete CRM Handbook
Your Complete CRM Handbook Introduction Introduction Chapter 1: Signs You REALLY Need a CRM Chapter 2: How CRM Improves Productivity Chapter 3: How to Craft a CRM Strategy Chapter 4: Maximizing Your CRM
More informationSoftware Industry KPIs that Matter
Software Companies Run Better on NetSuite. Software Industry KPIs that Matter Sponsored by Improved Results from Businesses Like Yours Business Visibility 360 o Visibility & Actionable Insight Increased
More informationA Modern Sales Roadmap. 7 best practices to drive sales success. tellwise
A Modern Sales Roadmap 7 best practices to drive sales success tellwise Introduction Whether you re an inside sales rep or the Chief Sales Officer (CSO), you know sales is a demanding field, with countless
More informationYOUR COMPLETE CRM HANDBOOK EVERYTHING YOU NEED TO KNOW TO GET STARTED WITH CRM
YOUR COMPLETE CRM HANDBOOK EVERYTHING YOU NEED TO KNOW TO GET STARTED WITH CRM Introduction WHAT IS CRM? CRM is much more than a buzzy acronym that s been tossed around the business and sales world for
More informationSage CRM Focused Sales Management
Sage CRM Focused Sales Management Equipping your sales team with the complete customer information and the necessary tools to enable them to do their job effectively is very important. Sage CRM empowers
More informationDEMAND GENERATION SURVEY B2B ENTERPRISE. Executive Summary. A Benchmarking Study from ANNUITAS
2014 Executive Summary B2B ENTERPRISE From April 8 to June 15, 2014 ANNUITAS conducted a study to analyze current B2B Demand Generation strategies and discover key patterns, including where B2B DEMAND
More informationPace of Change Broadcast Media. Channel 1 Channel 2 Channel 3
Pace of change Pace of Change 25% of goods and services shipped and sold in the last 10yrs Products & Services Pace of Change Broadcast Media Channel 1 Channel 2 Channel 3 Pace of Change - Communications
More information70% Closing the Sales Execution Gap. of Corporate Initiatives FAIL
Sell Like a Pro 70% of Corporate Initiatives FAIL Closing the Sales Execution Gap Profitable growth. It s the ultimate goal of any business. But seventy percent of key growth initiatives fail because there
More informationIntroduction. 1. Risk of Non-Compliance
Introduction There are few things more critical to a company s top and bottom line results than sales compensation. After all, sales are the lifeblood of any business and sales compensation is the primary
More information35 Examples How Sales Teams Benefit from Microsoft Dynamics CRM
35 Examples How Sales Teams Benefit from Microsoft Dynamics CRM Achieving Growth Targets 1. Managing Sales Goals Sales teams need to know how they re performing in comparison to their sales goals. Are
More informationSALES EXECUTION TRENDS 2014
SALES EXECUTION TRENDS 2014 Dec 2013 Top Objectives & Challenges Facing Sales Leaders As organizations shift from maintenance mode to growth mode, and from enablement to execution, sales leaders must have
More information7 Deadly Sins of the DIY Cloud
7 Deadly Sins of the DIY Cloud Uncovering the Hidden Impact of Custom App Development in the Cloud The Do-It-Yourself Cloud Revolution Cloud computing has brought a revolution to application development.
More information25 Questions Top Performing Sales Teams Can Answer - Can You?
25 Questions Top Performing Sales Teams Can Answer - Can You? How high growth businesses use Sales Force Automation to drive success The best performing sales teams can answer the sales management questions
More informationProven Enterprise Results
Proven Enterprise Results 20% faster decision making on approvals 3% improvement in net margin rate year 1 $5.5MM in contribution margin Days into seconds (time to produce large proposals) 75% reduction
More informationRethinking Risk. 5 Barriers To Effective B2B Credit Risk Management And How To Transcend Them
Commercial Information Solutions Rethinking Risk 5 Barriers To Effective B2B Credit Risk Management And How To Transcend Them A sale isn t complete when the customer says yes to an offer, but rather when
More informationSage 300 ERP 2014 Get more done.
Sage 300 ERP 2014 Get more done. Get more done by connecting your business, providing a better customer experience, and increasing revenue. New web and mobile functionality: driving better customer experiences
More informationCloud Computing: What is it? And how can it transform your finance organization?
Cloud Computing: What is it? And how can it transform your finance organization? Agenda Cloud Basics The Strategic Shift for CFOs How the Cloud Enables the Transformation Takeaways 2 3 The Cloud Impacts
More informationSage ERP I White Paper. Four Ways Integrated CRM-ERP Solutions Improve Productivity
I White Paper Four Ways Integrated CRM-ERP Solutions Improve Productivity Table of Contents Executive Summary... 3 Organizations Look to Technology to Improve Productivity... 3 The Need to Integrate CRM
More informationAUTOMOTIVE AND SERVICE PARTS
TURBOCHARGE PROFITS IN A COMPETITIVE INDUSTRY Unlock Your Data Unleash Your Sales Photo by Norbert Aepli, Switzerland. Exciting new technologies bring greater complexity to the Automotive and Service Parts
More informationGuide to Killer Lead Management for Account-Based Selling
Guide to Killer Lead Management for Account-Based Selling Guide to Killer Lead Management For Account-Based Selling Everyone Loses When Your Best Opportunities Don t Reach the Right Sales Reps You ve been
More informationTransform signature workflows
Adobe Sign workflow automation Solution Brief Speed signing processes with workflow automation With comprehensive visual workflow solutions from Adobe Sign, you can easily automate your signature workflows
More informationImproving sales effectiveness in the quote-to-cash process
IBM Software Industry Solutions Management Improving sales effectiveness in the quote-to-cash process Improving sales effectiveness in the quote-to-cash process Contents 2 Executive summary 2 Effective
More informationWHITE PAPER CRM and Marketing Automation. Integration for the Ultimate ROI
WHITE PAPER CRM and Marketing Automation Integration for the Ultimate ROI The B2B sales and marketing landscape has changed tremendously. Marketers no longer gather copious amounts of leads and hand them
More informationHOW TO. to Executives. You know that marketing automation is the greatest thing since sliced bread. After all, what else can help you...
HOW TO Sell Marketing to Executives Automation You know that marketing automation is the greatest thing since sliced bread. After all, what else can help you... 1 making inroads with the corner office
More informationRevitalizing Your CRM Initiative. Why the Need to Revitalize?
Revitalizing Your CRM Initiative In this three article series, we re considering a few of the most relevant Customer Relationship Management (CRM) practices that can impact the effectiveness of small and
More informationBetter Contract Management:
WHITE PAPER Better Contract Management: Less Paper, More Connections How do I get off the paper chase? The top priorities for busy purchasing executives are improving efficiency, reducing costs and building
More informationCASE STUDY. How Salesforce.com Grows Quickly and Efficiently with DocuSign
CASE STUDY How Salesforce.com Grows Quickly and Efficiently with DocuSign The Value Agile development cycles churn out new releases of disruptive technologies as often as every week, making the high-tech
More informationDive Deeper into Your Sales Metrics: 4 Ways to Discover Hidden Sales Treasure. Rich Berkman Qvidian
Dive Deeper into Your Sales Metrics: 4 Ways to Discover Hidden Sales Treasure 2 What you can t see may be killing your sales. It s time to uncover what your current measurements won t show you. If you
More informationWhy is it so difficult to grow revenue, identify emerging customers and partners, and expand into new markets through the indirect sales channel?
1 Spring, 2012 Increase Revenues with Channel Sales Management www.channelinsight.com EXECUTIVE SUMMARY Why is it so difficult to grow revenue, identify emerging customers and partners, and expand into
More informationHow CRM Solves These 5 Business Challenges
How CRM Solves These 5 Business Challenges Here are 5 examples to demonstrate why organisations implement Customer Relationship Management strategies, and how professionally implemented CRM systems resolve
More informationNew rules. New game. Introducing ConsumerEdge:
ConsumerEdge New rules. New game. Introducing ConsumerEdge: Software solutions and consultative services to carry you through every stage of Individual consumer marketing on the Internet, from initial
More informationMake your CRM work harder so you don t have to
September 2012 White paper Make your CRM work harder so you don t have to 1 With your CRM working harder to deliver a unified, current view of your clients and prospects, you can concentrate on retaining
More informationENGAGEMENT. Special Report ACCELERATION. Cool Tools & Wrap-Up Report INTELLIGENCE ANALYTICS WATCH LIST
ENGAGEMENT Special Report ACCELERATION Cool Tools & Wrap-Up Report INTELLIGENCE ANALYTICS WATCH LIST Dreamforce 2014 Cool Tools & Wrap-up Report Special Report Salesforce s big news at this year s Dreamforce
More informationCustomer Success Programs: Tools to Close Deals
Customer Success Programs: Tools to Close Deals Integratedcreativecommunications Integratedcreativecommunications contents: CUSTOMER SUCCESS LEADS TO MORE SUCCESS...4 SUCCESS PROGRAM BENEFITS...4 CENTRALIZED
More informationSiebel CRM Loan Origination Siebel CRM Loan Origination enables financial institutions to successfully manage customer relationship throughout the entire consumer loan origination process across all communication
More informationOmbud Open Research: esignature Solutions
Ombud Open Research: esignature Solutions Summary Adoption of esignature solutions has empowered visionary enterprises to lead their industries by streamlining entire One would not even consider going
More informationThe Order Management tipping point. Why Salesforce is at the center of the new Communication Service Provider architecture
The Order Management tipping point Why Salesforce is at the center of the new Communication Service Provider architecture Why Salesforce is at the center of the new Communication Service Provider architecture
More informationMicrosoft Dynamics Customer Solutions - Strategy and Implementation
Microsoft Dynamics Customer Solution Case Study Consultancy Integrates Business Management Technology and Boosts Government Sales Overview Country or Region: United States Industry: Professional Services
More informationWalk Then Run: 10 Essential Steps to Securing the Cloud
Walk Then Run: 10 Essential Steps to Securing the Cloud Security and Platform Insights from 15 CIOs Every Organization Needs a Security Plan Every business needs a strategic security plan that takes into
More informationAdvisory Series. CRM from Start to Finish. Guidebook 1: Why do I need CRM?
Advisory Series CRM from Start to Finish Guidebook 1: Why do I need CRM? Introduction Welcome to this first in a series of 4 Guidebooks that take a look at CRM from Start to Finish. In this first Guidebook
More informationBest Practices in Contract Migration
ebook Best Practices in Contract Migration Why You Should & How to Do It Introducing Contract Migration Organizations have as many as 10,000-200,000 contracts, perhaps more, yet very few organizations
More informationYour Customer Is In Control
Your Customer Is In Control A majority (74%) of buyers research their work purchases online (Forrester) The average deal has over 8 decision makers, a 43% increase from 3 years ago (IDC) Source: September
More informationCRM for Real Estate Part 1: Why CRM?
CRM for Real Estate Anne Taylor Contents Introduction... 1 Typical Challenges for Real Estate... 2 How CRM can Help... 3 Conclusion... 6 Introduction Some Real Estate organizations are still asking why
More informationPreparing the Sales Plan: Best Practice Approaches from High Performing Sales Forces
Sales Management Association Webcast Preparing the Sales Plan: Best Practice Approaches from High Performing Sales Forces 28 October 2014 Presented by Copyright 2014 The Sales Management Association. About
More informationBUILD A FEARLESS SALES FORCE. CPQ Guide. CPQ Readiness check list Key questions to ask CPQ vendors CPQ implementation guide. www.apparound.
BUILD A FEARLESS SALES FORCE CPQ Guide CPQ Readiness check list Key questions to ask CPQ vendors CPQ implementation guide www.apparound.com CPQ Guide The best sales teams are always looking for ways to
More informationIBM Global Business Services Microsoft Dynamics CRM solutions from IBM
IBM Global Business Services Microsoft Dynamics CRM solutions from IBM Power your productivity 2 Microsoft Dynamics CRM solutions from IBM Highlights Win more deals by spending more time on selling and
More informationPart of the Deloitte working capital series. Make your working capital work for you. Strategies for optimizing your accounts payable
Part of the Deloitte working capital series Make your working capital work for you Strategies for optimizing your accounts payable The Deloitte working capital series Strategies for optimizing your accounts
More informationBusiness Process Alignment: Accelerating the Quote-to- Cash Cycle
A Service Performance Insight White Paper Sponsored by NetSuite Service Compass: Charting the Course to Professional Service Excellence Business Process Alignment: Accelerating the Quote-to- Cash Cycle
More informationHow CRM Software Benefits Insurance Companies
How CRM Software Benefits Insurance Companies Salesboom.com Currently, the Insurance Industry is in a state of change where today's insurance field is becoming extremely complex and more competitive. As
More information8 Ways CRM Can Improve Your Small or Medium Business
8 Ways CRM Can Improve Your Small or Medium Business In more than thirty years of years working in sales and sales consulting I ve been exposed to the broad challenges that all sales organizations face.
More informationTOP 5 CRM SOFTWARE SUPPLIERS GUIDE 2012
TOP 5 CRM SOFTWARE SUPPLIERS GUIDE 2012 1. CLICKHQ BY CLICK INNOVATION CLOUD BASED CRM SOFTWARE FOR SMALL BUSINESS Overview Designed, developed and supported in the UK by people who have built and run
More informationInfor Configure Price Quote (CPQ) Webinar series
Infor Configure Price Quote (CPQ) Webinar series Mark S Young, Infor CPQ Sales Executive Dinesh Dhamija, Infor VP Software Development Tom Evans, VP Sales Great Plains Manufacturing 1 Agenda Introductions
More informationOn-Demand CRM Executive Brief
On-Demand CRM Executive Brief Five Key Measurements to Monitor Sales Productivity Moving from Art to Science www.tatacommunications.com/enterprise/saas/crm.asp For many, the art of selling is just that
More informationResearch Results. By Jim Dickie and Barry Trailer; Managing Partners, CSO Insights
Sales Navigator 1 Research Results By Jim Dickie and Barry Trailer; Managing Partners, CSO Insights EXECUTIVE SUMMARY As you embark on this year s effort, there are likely several challenges facing your
More informationHow To Integrate Cloud Crm Without A Master Data Management Strategy
MDM-Powered Cloud Computing to Boost Sales Leverage Master Data Management(MDM) for operational effectiveness of sale organization Panigrahi, Subhrajyoti (Subbu) 3/1/2011 Table of Contents Building an
More informationTRANSFORM YOUR HOTEL PROGRAM USING LANYON
TRANSFORM YOUR HOTEL PROGRAM USING LANYON As a corporate travel manager, you face constant pressure to keep travel costs down. Yet inefficient hotel sourcing, inadequate negotiating leverage, and noncompliant
More information7 Steps to Superior Business Intelligence
7 Steps to Superior Business Intelligence For several years, it has been common knowledge that for growth and profitability, a company must offer pre-eminent customer service and to do so, it requires
More informationCUSTOMER RELATIONSHIP MANAGEMENT FOR MANUFACTURING
WWW.HSO.COM The rise of CRM and how it s transforming business interactions CUSTOMER RELATIONSHIP MANAGEMENT FOR MANUFACTURING Why customer loyalty pays dividends Delivering a personal experience Unsurprisingly,
More informationSage 100 ERP 2014 Connect your business.
Sage 100 ERP 2014 Connect your business. The foundation for connecting your business to provide a better customer experience, increase revenue, and make better business decisions New web and mobile functionality:
More informationSAP Executive Insight. Best Practices of the Best-Run Sales Organizations Sales Opportunity Blueprinting
SAP Executive Insight Best Practices of the Best-Run Sales Organizations Sales Opportunity Blueprinting Why are we talking about blueprints? After all, blueprints are used in the construction of buildings,
More informationWTM IT Limited http://wtmit.com. WTM SalesGrow CRM Grow your Sales & Business An Essential CRM Solution delivery quickly and affordably
WTM SalesGrow CRM Grow your Sales & Business An Essential CRM Solution delivery quickly and affordably SalesGrow CRM WTM SalesGrow CRM helps organizations differentiate their businesses to achieve maximum
More informationThe expression better, faster, cheaper THE BUSINESS CASE FOR PROJECT PORTFOLIO MANAGEMENT
Cloud Solutions for IT Management WHITE PAPER THE BUSINESS CASE FOR PROJECT PORTFOLIO MANAGEMENT How Progressive IT Organizations Are Using Hosted Solutions To Deliver On Time, On Budget, On Quota and
More informationAdvance your CPQ selling process. Table of Contents. Product Brief Grow your business with product configuration management
Product Brief Grow your business with product configuration management Advance your CPQ selling process Your innovation and acquisitions result in more product variety, more options, and more customizations
More informationSage MAS 90 and 200. Extended Enterprise Suite S
Sage MAS 90 and 200 Extended Enterprise Suite S An End-to-End Approach to Business Software At Sage, we ve been supporting businesses like yours with world-class business software for well over a quarter
More informationCRM On Demand now hosted locally in Europe. An Oracle White Paper 2011
CRM On Demand now hosted locally in Europe An Oracle White Paper 2011 Innovation, fuelled by the rapid development of new technologies, continues to drive competitive advantage in the area of customer
More informationOF A SOFTWARE COMPANY CFO. costly problems CFOs can t stop thinking about...and how they get back to business.
OF A SOFTWARE COMPANY CFO 7 Seven costly problems CFOs can t stop thinking about...and how they get back to business. INTACCT 1 INDEX 1. Gaining control over deferred revenue and revenue recognition. 2.
More information10 Killer Salesforce Reports
10 Killer Salesforce Reports for Measuring Marketing Performance A Best Practices White Paper for Response Management from Full Circle Insights Full Circle Insights FullCircleInsights.com 650.641.2766
More informationNetSuite CRM+ Powerful CRM That Drives The Complete Customer Lifecycle. Why NetSuite CRM+? NETSUITE BENEFITS. Data Sheet
NetSuite CRM+ Powerful CRM That Drives The Complete Customer Lifecycle Data Sheet NETSUITE BENEFITS Benefits experienced by organizations using NetSuite CRM+ include 1 : Improve sales productivity by 15%
More informationNINE WAYS TO GET YOUR SALESPEOPLE TO FOLLOW UP ON MORE LEADS by Mari Anne Vanella The Vanella Group, Inc
NINE WAYS TO GET YOUR SALESPEOPLE TO FOLLOW UP ON MORE LEADS by Mari Anne Vanella The Vanella Group, Inc Despite advances in CRM, Marketing Automation, and Lead Management, there are still too many leads
More informationPROS BIG DATA INNOVATIONS
Unlock Your Data Unleash Your Sales 1 The Science Inside Big data innovations that are uniquely PROS At PROS, we talk a lot about our big data science, but what exactly is PROS Science? It is the output
More informationHow To Use Intacct
Intacct Financial Management and Accounting System Intacct is the award winning cloud financial management and accounting system specifically designed to help small and midsized enterprises improve company
More informationThe key to success: Enterprise social collaboration fuels innovative sales & operations planning
Manufacturing The key to success: Enterprise social collaboration fuels innovative sales & operations planning As the sales and operations planning leader, you have a few principal responsibilities: setting
More information8 Crucial Requirements for Supply Chain Optimization
8 Crucial Requirements for Supply Chain Optimization Introduction In today s world, businesses expect their trading partners to have full insight and control of their from end to end. For manufacturers
More informationIncrease Outside Sales Productivity using Mobile Technologies
White Paper Sponsored by Epicor Software Increase Outside Sales Productivity using Mobile Technologies For most lumber and building materials (LBM) dealers and distributors, their outside sales people
More informationFocused Sales Management
Focused Sales Management Make the most of every sales opportunity. directs your sales efforts towards the most profitable, most winnable deals, and helps you make the most of cross-selling and upselling
More informationSee your business in a new way.
Operations and Distribution Management Brochure See your business in a new way. Realize the future of your business today. See your business in a new way. Realize the future of your business today. Distribution
More information6 SECRETS TO OFFERING EXCEPTIONAL CUSTOMER SERVICE. 2013 salesforce.com, inc. All rights reserved.
6 SECRETS TO OFFERING EXCEPTIONAL CUSTOMER SERVICE 2013 salesforce.com, inc. All rights reserved. > Intro INTRODUCTION The vast majority of people are not experiencing great service. Nearly a third of
More informationSpotting Opportunities With Your CRM
white paper Spotting Opportunities With Your CRM 3 Must-Fix Issues To Boost Lead Conversion & Accelerate Deals In today s competitive environment, companies are both increasing their investments in lead
More informationCustomer Relationship Management
IBM Global Business Services CRM Customer Relationship Management Solutions from IBM Global Business Services Do you really know your customers? How do they like to interact with you? How do they use your
More informationThe Order Management Tipping Point:
The Order Management Tipping Point: Why Salesforce is at the Center of the New Communication Service Provider Architecture Sponsored by Technology Changing the Customer Change is constant for all industries,
More informationTech-Clarity Insight: Top 5 Misconceptions about Innovation Management Software
Tech-Clarity Insight: Top 5 Misconceptions about Innovation Management Software Busting Myths to Improve Innovation, Time to Market, and Profitability Tech-Clarity, Inc. 2013. Table of Contents Executive
More informationTargeting. 5 Tenets. of Modern Marketing
5 Tenets of Modern Marketing Targeting The foundation of any effective Modern Marketing effort is to ensure you have a clear and accurate picture of your potential customers. Without the proper strategies
More informationHow To Manage A Focused Outreach Lead Generation Initiative
Focused Outreach Lead Generation to Produce High Quality Leads and Raise Your ROI By Elisa Ciarametaro of Exceed Sales www.exceedsales.com Elisa Ciarametaro and Exceed Sales, Inc. Table of Contents What
More informationMake technology your business advantage
Make technology your business advantage $ Make technology your business advantage Microsoft helps small and midsize businesses (SMBs) make the use of technology a business advantage. Modernizing your systems
More informationTHE 10 Ways that Digital Marketing + Big Data =
1 Ways that Digital Marketing + Big Data = Sales Productivity The best global companies are transforming the way they market and sell. Here s how! Evolves into Digital TOP 10 about us MarketBridge is a
More informationExecutive Brief. The changing business landscape. Mobility impact on B2B Decision making
FieldSalesPro 1 Executive Brief The changing business landscape The market dynamics are changing and world has now become smaller and inter-connected place. Disruptive technological innovations have transformed
More informationMarketing Automation User; 2010 marketing review notes and 2011 plans
Marketing Automation User; 2010 marketing review notes and 2011 plans Each December we ask our marketing customers if they would like to participate in a short, informal yearend review. The scope of the
More informationSecrets to Improving Sales Contract Management
Secrets to Improving Sales Contract Management The livelihood of any successful organization lies with effectively managing agreements with customers, suppliers and partners. A company s ability to effectively
More informationYOUR COMPLETE CRM HANDBOOK EVERYTHING YOU NEED TO GET YOUR NONPROFIT STARTED WITH CRM
YOUR COMPLETE CRM HANDBOOK EVERYTHING YOU NEED TO GET YOUR NONPROFIT STARTED WITH CRM Introduction WHAT IS CRM? CRM is much more than a buzzy acronym that s been tossed around the business and sales world
More informationManufacturing Industry KPIs that Matter
Manufacturing Companies Run Better on NetSuite. Manufacturing Industry KPIs that Matter Sponsored by Results from Businesses Like Yours Business Visibility 360 o Visibility & Actionable Insight Increased
More informationMyths, Pitfalls and Realities of Configure Price Quote Software
Myths, Pitfalls and Realities of Configure Price Quote Software. Salesforce.com User Edition Buyers We all know that enterprise software is difficult to select and deploy. CPQ however has an equally bad,
More informationQAD Customer Relationship Management Demonstration Guide. May 2015 EE2015 / CRM 6.7
QAD Customer Relationship Management Demonstration Guide May 2015 EE2015 / CRM 6.7 Overview This demonstration shows how QAD Customer Relationship Management supports the vision of the Effective Enterprise;
More informationSIEBEL HEALTHCARE SOLUTIONS
SIEBEL HEALTHCARE SOLUTIONS Oracle s Siebel Healthcare offers rich relationship management solutions designed specifically for health insurance, employee benefits, and care delivery organizations. It enables
More information5 STEPS TO OPTIMIZING YOUR COMMERCIAL LENDING ORGANIZATION
5 STEPS TO OPTIMIZING YOUR COMMERCIAL LENDING ORGANIZATION Table of Contents INCREASE SPEED & ACCURACY WITH ELECTRONIC DOCUMENTS AUTOMATICALLY ROUTE DOCUMENTATION THROUGH PROCESSES WITH WORKFLOW COMPLY
More informationImproving Sales Pipeline Performance Through Enhanced Visibility
SalesManagement.org Improving Sales Pipeline Performance Through Enhanced Visibility Leveraging Analytics to Focus on the Right Opportunities OVERVIEW For companies with complex sales cycles in high technology,
More information