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
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