Solution was a measure to optimize the sales cycle and improve forecasting accuracy. The client wanted an increase in the performance of the sales rep and have a monitoring function to notify the low performing sales rep as well.

1. Case Study
Opportunity Portal
Client Information:
The client is an on-demand, hosted application service provider focusing on revenue
enhancement. The client is also a leading provider of advanced pipeline management and
forecasting systems to large, channel driven sales organizations.
Client Situation & Challenges:
The client has over 2,000 sales reps worldwide selling through 300+ value added resellers
enhanced with a very strong and loyal network of channel partners. However, the top
management had difficulty getting any consistent visibility or roll-up of the opportunity
pipeline from this large network of resellers. There was no common sales process and no
common metrics to which all VARs and sales reps could be measured – 'Optimizing
Opportunity Pipeline'.
This lack of pipeline visibility also created a huge uncertainty in their forecasting process at
the end of each month. Most sales reps and managers worldwide were using Excel
spreadsheets to keep track of their opportunities and to submit their monthly required
forecasts. Unfortunately, these tracking worksheets were individually developed, with
minimal common formats, and there was no easy way to “roll-up” the opportunities into the
multiple levels of the organization – 'Improve Forecasting Accuracy'.
Solution Required:
The required solution was a measure to optimize the sales cycle and improve forecasting
accuracy. The client wanted an increase in the performance of the sales rep and have a
monitoring function to notify the low performing sales rep as well.

2. Solution Offered:
“Opportunity Portal” is a hosted, web-based application that uses the increasingly popular
SaaS model of “Software as a Service”. It is a highly graphical, intuitive tool to provide
sales and marketing departments with a powerful, analytical way of maximizing revenue. It
provides pipeline visibility at multiple levels of the organization, pipeline metrics, and
automatically generates rolling forecasts off the pipeline.
The second unique service is an Upload Center created specifically for third party VAR
organizations that may all have different CRM systems. This service allows the VAR
organization to schedule daily, weekly or monthly uploads directly into one common CSV
format for all VARs with minimal time involvement on the clients server.
Security being very important in sales business like any other application, user login's are
based on the 16-byte GUID's (Security Tokens) which are used throughout the user
session. In the database, there are set of secured "views" over the base data, which are
parametrized and require use of a security token. Every database access is processed
through secured views which takes care of data security.
Some of the other features of the system are :
 Highly graphical Sales Funnels for sales reps and managers
 Quickly configurable sales process and Model Funnels
 Sales cycle time spent in each step
 Tabular views of accounts, opportunities, rankings and forecast
 Pipeline comparisons to Model Funnels required to meet quota
 Pipeline "Grading" of opportunities
 Pipeline trend analysis
 Rank ordering of sales rep performance by key indicators
 Multi-level roll-up of sales forecasts
 Historical record of forecasting accuracy
Over these 5 years, the solution has iterated through multiple sets of variations
transforming it into a dynamic application from the one which had been planned.

3. Agile Methodology Features:
Security features – The pilot version was developed to be user centric and so the gravity
of data visibility to others was estimated to be very less. But since application was going to
be a web application the vEmployee team suggested strict database codes to nip the future
problem in the bud. It took a time of almost 2-3 months but the team developed a strong
code which still maintains the stability of the application even after future extensions.
Browser Independence – The web application was exclusively IE compatible as
suggested by the client based on the utility of his user's. With the popularity of other
browsers like Firefox, Chrome, etc. it became critical for the client to make changes with
every new version of IE as it had multiple settings. The development team knew that this
would pick up time for every new version. A single discussion with the client convinced him
of the time and value benefit. Now the code is browser independent and just a single
setting change makes it compatible with all the latest browser versions. The time saved
with this functionality has helped the client to generate revenue over different global
avenues.
Sales force Integration – The extensive use of CRM's in sales required a strong
application which would optimize the sales cycle, forecast the accuracy of the sales rep and
assist in accurate data for sales. Client was looking for Sales force integration as it was
being extensively used by value added resellers. The data initially had to be exported
manually from the Sales force engine into CSV files and then uploaded in the system.
vEmployee team expertly engineered this integration enhancing the utility of the
application two folds.
Compatible with latest versions of Excel – Agile Methodology followed by vEmployee
has been the reason for many clients to optimize their returns and get more value for their
the cost incurred on the project. The download functionality for any Microsoft Office based
application is now a common feature in most of the applications and so a feature of Excel
based Opportunity form in this application was not an exception. It was initially engineered
to be compatible with only MS Office 2007 but thanks to standardized coding by our team
of experts it is very easy now for making it compatible with latest versions as well.
iPhone Integration – We say this is the mobile age and with iPhone applications leading
the pack we suggested this integration with the help of our dedicated team of iPhone
developers. The client being a dynamic user sensed the ability of generating revenue and
agreed immediately for this extension. The task completion is just round the corner with a
few tweaks to be added to make it perfect along with the normal web application. The cost
effectiveness of the integrations and value received till now has been incomparable.

4. Technology Specifications & Technology Flow Chart:
The technologies used in the application were:
ASP.NET 2.0, SQL Server 2005, Infragistics, Dundas Charts, Microsoft Excel VBA, Red Gate
SQL Compare.
Benefits:
 Significant increase in revenue performance
 Shortens sales cycles.
 Substantial improvement in forecasting accuracy.
 Increase in the percentage of high performing sales reps.
 Auto-generation of early warnings into the metrics of lower performing reps.
 Reduction of ramp-up time to full effectiveness for new hires

5.  Consistent framework for better coaching of sales reps
 Rapid implementation of new and improved sales process
 Rapid payback and a very compelling value proposition
About vEmployee:
vEmployee is a leading IT Service provider based out of India. With services spanning over
the technology chain, vEmployee is a one stop chain for enterprise wide IT needs. With
over a decade long experience in the industry, vEmployee has established itself as a trusted
partner to various companies by providing timely project delivery coupled with high quality.
Our parent organization Clarion Technologies is a SEI CMMi 3 level assessed company
whose singular focus is on 'client satisfaction'.
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For more information on partnering with vEmployee, contact us at sales@vemployee.com
or visit our website at: www.vemployee.com.