2. 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
3. Middle Ages Industrial Age Information Age
1987 – 2000 2000 – 2004 2004 to present
Pen and Paper
Excel
Basic Local Applications
SAP for Financial Sales
BI - Business Intelligence
CRM - (Salesforce Tools)
History…evolution…
20. At what level to collect sales data?
Less Granular ←→ More Granular
Global - Regional (Mgmt) - Local
21. Local Market Drivers
• Needs are typically single market focused
• Some markets have needs for Advanced/Global market topics
22. • Needs are typically immediate – cannot wait for global applications
Timing
23. • 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
24. • Costs are fully born by local company
• Lower up-front costs
• Less investment capabilities
Costs
28. 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
29. Fit With Existing Global Systems
• Need for all systems to work together
• Sameness
30. Data Dissemination
• Complex data dissemination needs
• Reporting in a variety of currencies, languages and technologies
34. 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
35. 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
36. 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”
37. Risks of a global standard solution
Lack of local support
Coordination/Communication issues
Too complex of a solution for less sophisticated markets
38. 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
39. 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
