Lean quote to order SalesLogix
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Presentation on the importance of streamlining front end processes with Guided Selling within SalesLogix
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Lean quote to order SalesLogix
- 3. The Result of Front-End Inefficiencies
- 4. “ Too Many” Why?
- 6. “ Too many” people and processes in the front-end consistently creates inefficiency and cost, long cycle times, lower win rates, poor customer satisfaction.
- 8. Too many tools on the Front End, they may initially achieve some localized gains, but they exacerbate the “batch-and-queue” problem
- 11. More than ever, companies need a Lean Quote to Order Solution that can resolve these challenges in a rapid, cost-effective manner.
- 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
- 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
- 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
Editor's Notes
- 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