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Global regional-local sales systems
This document discusses sales systems from a global and local perspective. It begins with an introduction to the evolution of sales systems from pen and paper to modern CRM and business intelligence tools. It then covers the framework for how sales data is handled within organizations. The benefits of global and local approaches to sales systems are analyzed. Globally, there are benefits like an integrated view of business and leveraging investments across markets. Locally, systems can be faster to implement and tailored to unique needs. However, risks include lack of support globally and overkill for smaller markets locally. The document seeks to establish an understanding of data lifecycles and determine the appropriate level at which to collect sales data.
Global regional-local sales systems
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- 2. Sales Systems DiscussionAgenda 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 IndustrialAge 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…
- 4. The Future… CPM Internal /External Access Sales Force Automation
- 6. Framework Establish a basicunderstanding of data and it’s use within an organization (without a discussion of specific applications)
- 7. Data Lifecycle 1. Collection 2.Relevance 3. Classification 4. Handling & Storage 5. Transmission & Transportation 6. Manipulation, Conversion or Alteration 7. Release 8. Backup 9. Retention 10. Destruction
- 8. Data Phases Data Collection RepositoryProcess Dissemination Continuous
- 9. Data collection Web Forms i.e.Company Intranet Data Entry i.e. SAP GUI PDA i.e. Blackberry Data Entry - Collection Costs - Details
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- 12. Data Update Map Databases SelfUpdate / Web Interface 3rd Party Information Sales Rep / CRM Sales Consumer Collecting Operations Finance Customers
- 13. Dissemination Data Analysis -Reporting
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- 15. Relationships Action Trigger Content Update Batch UpdateAnalytics SAP Dynamic Update Integrity Reporting Data Collection Repositories DisseminationProcesses Lotus Notes SAP BI
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- 19. Global – Regional- Local
- 20. At what levelto 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 aretypically immediate – cannot wait for global applications Timing
- 23. • Acceptance oflocal 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 arefully born by local company • Lower up-front costs • Less investment capabilities Costs
- 25. • Simple/single purposedata reporting • Stand-alone systems Dissemination
- 26. Global Market Drivers •Needs are typically multi-market focused • Need for advanced/global market topics – support for global supply chains
- 27. Data Consistency • Consistencyand correlation of collected data
- 28. Global Vendors • Lookfor 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 ExistingGlobal Systems • Need for all systems to work together • Sameness
- 30. Data Dissemination • Complexdata dissemination needs • Reporting in a variety of currencies, languages and technologies
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- 34. Benefits of alocal solution Faster to start implementation Faster for “low priority” or less sophisticate markets Possible lower cost Easier to meet unique requirements
- 35. Benefits of aglobal 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 alocal 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 aglobal standard solution Lack of local support Coordination/Communication issues Too complex of a solution for less sophisticated markets
- 38. Comparison of Advanteges LocalSolution 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 LocalSolution 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
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