Lean quote to order   SalesLogix
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Lean quote to order SalesLogix

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Presentation on the importance of streamlining front end processes with Guided Selling within SalesLogix

Presentation on the importance of streamlining front end processes with Guided Selling within SalesLogix

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  • Given the current economic environment all companies must “Think Lean” On the ERP side of the enterprise companies have been highly successful in streamlining the business, but not nearly successful on the frontend. There exists a great opportunity for companies to streamline their front end and specifically the quote to order processes which will deliver immediate relief from the current economic reality.
  • Sales Reps
  • So why is this….. Simply put it’s “Too Many”
  • At each step of this processes is a potential for error and delay
  • We displace these non integrated tools all the time. They will not scale to the business. ERP-based order entry is an inadequate approach to solving quoting challenges. Quoting belongs in CRM.
  • Talk to companies that acquire other companies.
  • A consistent theme in our current economic environment is do more with less. This has actually been good for our business as many companies have made this a critical initiative. A lean quote to order solution will enable companies to pare down the front-end enabling sales to focus on selling, SME’s and Product Experts to focus on developing better product.
  • Single platform that integrates and automates the companies knowledge and Transforms the the slow, cumbersome sequential process Provides interface for all sales channels and even customers Enables sales team, re-sellers and even customers to improve customer service and response time

Transcript

  • 1.  
  • 2. Lean Thinking
    • Thinking “lean” has been applied successfully to streamline back-end fulfillment processes.
    Lean Thinking
  • 3. The Result of Front-End Inefficiencies
  • 4. “ Too Many” Why?
  • 5.
    • Too many people and processes in the front-end drive inefficiency, long cycle times, and expenses
    • The typical customer inquiry is highly time-consuming and labor-intensive
    • Excessive manual handling increases the chance of mistakes and delays
    • Fragmented, incomplete information about products, parts, and service
    “ Too many” people and processes
  • 6. “ Too many” people and processes in the front-end consistently creates inefficiency and cost, long cycle times, lower win rates, poor customer satisfaction.
  • 7. “ Too many” tools
    • Too many point solutions in an attempt to solve front-end inefficiencies -- they often add to the challenges they are trying to solve.
    • price books
    • excel spreadsheets
    • custom-built product selectors
    • custom-built configurators
    • custom-built pricing and quoting systems,
    • ERP-based order entry
  • 8. Too many tools on the Front End, they may initially achieve some localized gains, but they exacerbate the “batch-and-queue” problem
  • 9. “ Too many” products
    • Eagerness to satisfy a myriad of customer requests, creates too many products and adds little to profits or customer satisfaction
    • Highly complex and often overlapping product lines
    • Lack of standardization
    • Customized orders frequently leads to inconsistency and repeated effort
  • 10. “ Too many” products often leads to needless operational burdens
    • Excessive work and errors within order entry
    • Excessive SKU management
    • Excessive change order processes
  • 11. More than ever, companies need a Lean Quote to Order Solution that can resolve these challenges in a rapid, cost-effective manner.
  • 12. Lean Quote to Order Management: A Breakthrough Opportunity
    • Increases efficiency and cuts costs across the entire Quote to Order Process
    • Surpass competitors and realize significant bottom-line savings
    • Dramatically improve the speed and the effectiveness
    • Reduce operating costs by 2 to 5 percent of revenue
    • Boost operating profit by 30 to 60 percent
    • Accelerate cycle times for generating quotes and orders by 50-97%
    • Ensures the integrity of information flowing into CRM and back office systems
  • 13. Lean Quote to Order Management: A Breakthrough Opportunity
    • Creates a platform that integrates and automates all of a company’s knowledge, information, and tools
    • Transforms the slow and cumbersome sequential approach to a streamlined, simultaneous flow process.
    • Establishes a single interface for sales channels and customers that encompasses the full range of a company’s products and businesses
    • Enables sales teams, re-sellers/distributors and even customers to improve customer service and response times.
  • 14. A single platform that encompasses the full range of a company’s products and business, enabling sales teams, re-sellers/distributors and even customers to improve customer service and response times
  • 15. A single platform that encompasses the full range of a company’s products and business
  • 16. Key Core Components to a Lean Q2O Solution Catalogs
    • Organizes products intuitively for the user
    • One click selection process
    • Provides rich content and images
    Quickly generate quotes, proposals and orders. Guided Selling
    • Intelligent Q&A session
    • Gather customer’s unique preferences/requirements
    • Leads to recommended solutions
    Quickly generate quotes, proposals and orders that exactly meet the customer’s needs. Rules
    • Product and Service compatibility rules
    • Pricing rules
    • Bundling rules
    Ensures 100% complete and accurate quotes, proposals and orders. Sales Solution Enables your sales team to generate fast, accurate quotes, proposals & orders right from CRM. Portal Solution Enables your partners and customers to generate fast, accurate quotes, proposals and orders from the web.
  • 17. End User Dealer Sales Engineer Regional Manager Admins Unit Staff Engineering Staff 1 2 3 4 5 6 7 8 9 10,11 12 13 14,15 Warehouse Service Business Unit Mgr. 16,17 18,19 22 20,21 23 24 25 26 27 28 29 30 31-34 35 36 37-39 Real Example Before SmartCatalog
  • 18. After SmartCatalog End User Dealer Sales Engineer Regional Manager Admins Unit Staff 1,2 3 Warehouse Service Business Unit Mgr. 4-6 9-12 13-15 6-8
    • From 10 to 6 roles
    • From 39 to 15 steps
    • From 29 to 5 touch points
    Engineering Staff
  • 19. ROI for Company “X” Annual Sales Revenue: $35,000,000 Number of Sales Reps: 6 Current Quote/Order Return or Revision Rate: 30% Average Quote Deal Size: $1,562,712 Win Rate: 8.89% # of FTE required to generate a quote: 3.00 Time Required to Generate Quote (Work Days): 10.00 Estimated Number of Quotes Generated Monthly: 21
  • 20. Key Impacts for Company “X” Quote Accuracy: 99.9% Reduction of FTE resources: 33% Reduction of time: 80% Up sell/ Cross sell Revenue Increase: 1.00% Win Rate Bump: 0.02%
  • 21. Company “X” Can Do More with Less Reduces Cycle Time & Drives Revenue with a Streamlined & Automated Quote-to-order Process Current with SmartCatalog Time required to generate a quote in work days 10.00 2.00 Opportunity costs of quoting cycle time per rep, per month $176,768 $99,445 Top Line Revenue potential per rep, per month $486,111 $569,078.75 Top Line Revenue potential all up per month $2,916,667 $3,414,472.52 Top Line revenue potential per year $35,000,000 $40,973,670.18 Additional revenue with SmartCatalog $5,973,670.18 Reduces FTE resources/costs required to support quote-to-order process. Current with SmartCatalog FTE required to generate a quote 3 2.0
  • 22. Impact of a Lean Quote to Order Solution
    • Reduce Cost
    • Eliminate inaccurate quotes.
    • Reduce support costs for sales and partner channel.
    • Reduce order fulfillment time and costs.
  • 23. Impact of a Lean Quote to Order Solution
    • Reduce Cost
    • Eliminate inaccurate quotes.
    • Reduce support costs for sales and partner channel.
    • Reduce order fulfillment time and costs.
    • Increase Revenue
    • Increase quoting efficiency.
    • Increase time with customers.
    • Enforce consistent up-sell and cross-sell.
    • Increase Customer Satisfaction
    • Turn it around fast.
    • Get it right the first time!