Yet Visibility of Sales Pipeline is extremely important as it determines the capacity forecasts of its raw material: MANPOWER. Inaccuracies can lead to manpower shortage or working capital problems.
In short, in IT / Consulting sales, the most often asked questions are Where are We, What is the Visibility of Our Pipeline and What needs to be done to close. But the most difficult to answer.
There are 2 important factors that help in getting you the Visibility to Sales. One: A CRM system that is exactly built for Consulting / IT companies because there is uniqueness in the way Sales / Marketing activities are carried out here. Two: The ability of the sales workforce to update. Like the best laid plans, the best CRM systems are useless, if not put to use by the sales or marketing people.
CRM for Tech / Consulting from Compusoft is exactly built to address the unique sales, marketing & customer support processes of Technology or Consulting Businesses. The solution is user and device friendly – to enable the sales people to update information with ease. And it goes beyond. The solution provides a tool that help him in selling more effectively. To enterprises, it ensures Accurate Sales Visibility – Real Time.
In Marketing in IT or Consulting business, successful lead generation is a combination of marketing initiatives and business connects. The better your business connects, the better is the absorption of marketing message.
With Compusoft’s CRM for Tech/Consulting, you have the ability to successfully execute multiple marketing campaigns & at the same time, leverage the social connects that you have. The social connector of CRM integrates with social networking sites like Linkedin, Facebook, etc, to connect with your business contacts & their contacts. The campaign management tool, helps you plan & execute marketing campaigns (email, newsletter, tele calling, events etc) to communicate your marketing message to the social connections.
If a system or software helps its users in easing their work, then, its adoption is better. So is the case with CRM. If the CRM, eases the work of the sales person, then, its adoption and usage is better – which will automatically lead to accurate sales visibility.
Compusoft’s CRM for Tech/Consulting is a tool that actually eases the workload of the sales person. The sales manager would love to use Compusoft’s CRM, because, it accurately shows visibility. The sales people would use the tool because it provides them tools to reduce their workload in their entire sales process, like social view of business relationships, performance dashboard, repository of marketing collaterals, quote builder, etc. This ensures that the tool is also used for sales updates ensuring accurate visibility.
In Tech / Consulting business, creating quotations is a complicated process. It could be a combination of multiple product / service offerings, which has multiple billing methods. If there is software product licensing, then, it can involve complex product lines.
Using the Quote Configurator of Compsoft’s CRM for Tech / Consulting, you could create multiple master opportunities and sub-opportunities, automatically configure quotes for them and present them at a consolidated level. This helps you to deal with complexities of multiple product / service offerings involving multiple LOBs to a customer. Compusoft’s CRM for Tech/Consulting also helps you to manage quotations for software licensing. All you need to do is to upload the price sheets of vendors and the CRM is intelligent to automatically create product variants & their prices.
In Tech / Consulting business, the sales teams work on matrix organisations handling multiple lines or business, products, services, geographies, etc. Target setting and Monitoring goals can be a tough challenge. This can impact periodic performance reviews and sales rigour.
Compusoft’s CRM for Tech / Consulting helps you set goals for complex matrix organisations and provide tools and dashboards to monitor these targets. You could easily set roles & responsibilities, assign quantitative / qualitative targets and measure accomplishment online. You could also provide dashboards to the sales people so that they can also measure their accomplishment online. This enables your sales managers to have regular and more meaningful performance review sessions with your sales teams.
We have successfully implemented Microsoft Dynamic CRM for TECH / Consulting for our customers in multiple industries and continue to support them post implementation. We are their single point of contact for for their IT & Software needs.