Post on 14-Jan-2016
© 2002
eSP
Visibility
© 2002
eSP
UnderstandUnderstand DesignDesign MeasureMeasure ManageManage OptimizeOptimize
Sales Process
$
$$
© 2002
Sales Process Flow
7 Days 5 Days 8 Days 25 Days 5 Days 10 Days 15 Days
20 Leads 16 14 10 4 2 1 Customer
1. New Leads
2. Research
3. Contact
4. Determine
opportunity
5. Discover
details
6. Design and
present offer
7. Negotiate
and close
© 2002
Shape and Velocity
Conversion Ratios
What are the implications?
© 2002
CRM Offerings
• Comprehensive contact management• Opportunity management with no concept
of change• Reporting – not user friendly• “After the sale” analytics• No forward visibility• Forecasting that is seldom used• Technology focus
© 2002
Sales & Marketing Needs
• How can I impact results?
• Access to information on demand
• Insight into opportunity movement
• Knowledge of pipeline and forecast change
• Forward visibility
• Shape and velocity of the sales funnel
There is a huge void between the technology-driven supplier vision, and the business-driven needs of the user.
Joe Galvin – Gartner Group
© 2002
SalesManagement
NeedsSpreadsheetsAd hoc Reporting
Whiteboards
CRM Offerings
Bridging the Gap
Pipeline ChangeForecasting
Opportunity MovementShape and VelocityForward Visibility
© 2002
SalesManagement
Needs
Pipeline ChangeForecasting
Opportunity MovementShape and VelocityForward Visibility
CRM Offerings
Bridging the Gap
eSP
© 2002
eSP Differentiation
• Dashboard approach that simplifies complex analytics• Tracks all important changes for every opportunity over
time• Ability to understand both the shape and velocity of the
sales process by step• Comprehensive, flexible forecasting• Forward visibility through sales projections for any
product, market, or territory• Historical performance tracking with closed loop
optimization• Works with any CRM system – rapid deployment
© 2002
eSP Benefits
• Accountability• Discipline and reinforcement• Improved use of CRM and methods• More accurate forecasts• Increased forward visibility• Immediate answers to “unanswered”
questions• Value to the sales force
© 2002
eSP Demo
Leads are not moving through qualification!
Only 3% of my leads are getting qualified!
It’s taking much more time than expected to do
proposals!