Sales Systems

Sales Systems Discussion Agenda

Framework - How Sales Data is Handled in an

Organization

Global Markets v Local Markets- Difference in global & local perspectives

Analysis- Benefits of Global & Local Approaches

Introduction - A timeline of sales systems at company X

Middle Ages Industrial Age Information Age1987 – 2000 2000 – 2004 2004 to present

Pen and PaperExcel

Basic Local ApplicationsSAP for Financial Sales

BI - Business IntelligenceCRM - (Salesforce Tools)

History…evolution…

The Future…

CPM

Internal / External AccessSales Force

Automation

FrameworkEstablish a basic understanding of data and it’s

use within an organization (without a discussion of specific applications)

Data Lifecycle

1. Collection

2. Relevance

3. Classification

4. Handling & Storage

5. Transmission &

Transportation6. Manipulation, Conversion or

Alteration

7. Release

8. Backup

9. Retention

10. Destruction

Data Phases

Data Collection Repository Process Dissemination

Continuous

Data collection

Web Formsi.e. Company Intranet

Data Entryi.e. SAP GUI

PDAi.e. Blackberry

Data Entry - Collection Costs - Details

Repository

Storage & Handling

Process

Taxonomy/Classification - Manipulation

Data Update Map

Databases

Self Update / Web Interface

3rd Party Information

Sales Rep / CRM Sales

Consumer Collecting Operations

Finance

Customers

Dissemination

Data Analysis - Reporting

Data Dissemination Methods

Relationships

Action Trigger Content Update

Batch Update Analytics

SAP Dynamic Update IntegrityReporting

Data Collection Repositories DisseminationProcesses

Lotus Notes

SAP BI

AGENDA

Common Drivers

Global – Regional - Local

At what level to collect sales data?Less Granular ←→ More GranularGlobal - Regional (Mgmt) - Local

Local Market Drivers

• Needs are typically single market focused

• Some markets have needs for Advanced/Global market topics

• Needs are typically immediate – cannot wait for global applications

Timing

• Acceptance of local vendors • Perception of

• Understanding of local needs and requirements• Greater control / Local responsiveness• Greater flexibility• Overall comfort level dealing with local vendor

• Local skills – staff with prior experience of other systems

Local…Local…Local

• Costs are fully born by local company• Lower up-front costs

• Less investment capabilities

Costs

• Simple/single purpose data reporting

• Stand-alone systems

Dissemination

Global Market Drivers

• Needs are typically multi-market focused

• Need for advanced/global market topics – support for global supply chains

Data Consistency

• Consistency and correlation of collected data

Global Vendors

• Look for vendors who can provide global support

• 24x7 to anywhere in the world

• Will be around for the long term – no orphan systems

Fit With Existing Global Systems

• Need for all systems to work together

• Sameness

Data Dissemination

• Complex data dissemination needs

• Reporting in a variety of currencies, languages and technologies

Technology Influences

Analysis

Benefits of a local solution

Faster to start implementation

Faster for “low priority” or less sophisticate markets

Possible lower cost

Easier to meet unique requirements

Benefits of a global standard solution

Integrated view of business across markets

Leverage investment across all markets

Predictability for Costs, Requirements, Implementation (cookie cutter approach)

No need for local infrastructure management

Local skills focused to truly local needs

Risks of a local solution

Local vendor negotiations delay start

Not predictable for costs, requirements, implementation time

High costs for ongoing maintenance and enhancements

Unique requirements rarely “best practice”

Risks of a global standard solution

Lack of local support

Coordination/Communication issues

Too complex of a solution for less sophisticated markets

Comparison of Advanteges

Local Solution Global Standard .Solution

• Faster to start – especially true for “low priority” or less sophisticated markets

• Possible lower costs – more relevant to less sophisticated markets

• Tailored to local requirements• Local support / Greater

control over local vendor

• Predictable for – costs, requirements, implementation

• Leverage investment across all markets – advanced functions

• Continuous enhancements• No need for local

infrastructure management• Local skills truly focused on

local needs• Forces global “Best Practices”• Consistency of data• Consistency of approach• Advanced reporting and

dissemination

Comparison of Disadvantages

Local Solution Global Standard .Solution

• Local vendor negotiations – can delay or derail implementation

• Implementation not predictable• Infrastructure costs

– Possible headcount– Redundant infrastructure within

organization• Management focus on non-selling

activities• Requirement creep/blowouts• Maintenance and enhancements

costs• Risk of reliance on smaller vendor• “Stranded Data” assets – local

data not available for regional or global analysis and reporting

• Overkill for smaller markets• Lack of support by local staff• Communication issues

CLOSING DISCUSSION