Project Type:

Sales Force Automation

Client Profile:

Large Computer Manufacturer

Timeframe:

Six months

Challenge:

Client needed to assess and better enable the sales of a new start-up within a large parent company with a discrete sales methodology. The client also wanted to ensure that the process and supporting tools be scalable to support the rapid staffing of the start-up organization.

Solution:

We used process re-engineering methods to link their business strategy with their sales and marketing plans, creating a solutions-based sales process that leveraged the strengths of the parent company's sales methodology yet was uniquely their own. We then enabled and supported the process with an account management sales tool designed to provide end-users and decision-makers with accurate and dynamic views of the prospect and sales pipeline from which to manage the business. In addition, we designed and directed the implementation of a total end-to-end solution for lead capturing from multiple channels including trade shows.

Features:

The solution includes an integrated sales management tool with a proposal production system and several functional and reporting mechanisms that deliver a complete sales force automation solution.

Benefits:

Fulfillment lead time decreased from two weeks to three hours with relevant sales and administration costs decreasing and the number of opportunities being addressed growing significantly. The organization grew from seven employees to 125 employees in less than one year.