© 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!