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Sales soft marketing 3
The document summarizes information about Salesoft Inc. and their two sales automation products: Proceed and Trojan Horse. Proceed is Salesoft's main product and is a comprehensive sales automation system with eight modules across sales, marketing, and services. Trojan Horse is a more basic sales-oriented system aimed at gaining quick sales. While Trojan Horse has a shorter development time and lower cost, the document recommends that Salesoft go ahead with Proceed, as it aligns better with their core competency and objectives, has less competition, provides product differentiation, and offers better long-term returns and customer benefit.
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Sales soft marketing 3
- 1. SALESOFT.Inc Presented by- Aditi Upreti AnishSharma Amogh paivaidya Avani Ghodasara Bhagyashree Zope Sakhi Doshi
- 2. Background of thecompany Founded in July 1993 Two products- PROCEED TROJAN HORSE PROCEED- comprehensive sales automation system, main product TROJAN HORSE- more sales oriented system, alternate product
- 3. PROCEED Comprehensive sales automation system. Eight modules divided into 3 main categories sales- consists of field sales, opportunity management, sales management marketing- consists of campaign management ,marketing encyclopedia, literature fulfillment. service system-incident tracking, relationship management.
- 4. Developed to run also on Microsoft windows Integrated with common E-mail, word processing, fax, spreadsheet, presentation software.
- 5. TROJAN HORSE Very similar to simple contact management system(CMS) Why CMS TH offers SaleSoft to get into new customer accounts, gain quick sales and generate Revenue. The Sales manager can anticipate any shortfall in sales. Can review associate sales activity and help in improving sales force performance. Marketing cost 1/3rd of PROCEED.
- 6. Comparison between TROJAN HORSEand PROCEED Trojan horse Proceed Sales Module of Comprehensive system PROCEED with functions from other modules. Less competition. High Competition Difference in product. Similar to other products Long term ROI. Short or medium term Focused on sales, ROI. marketing, services Focused on sales only Less crowd with small Giants like Microsoft and Lotus entering start ups
- 7. TROJEN HORSE andPROCEED Trojan horse PROCEED Ready in 3 months 8 months in Investment of $0.2 development million in development and Further investment 0.5 million in of $1 million promotion Priced at $2400 per Prospective price user $400-$1000 per user
- 8. Sales Automation System Currently worth $1 billion Expected growth rate – 40% Growth attributed to Drop in laptop computer prices. Introduction of user friendly software. Development of communication technology
- 9. Sales Automation Marketing Functions- Telemarketing, direct mail, advertising campaigns etc. Sales Functions- Account management, team selling & sales force management. Customer service Functions- complaint tracking, service reports & repurchase details.
- 10. CSAS?????? Comprehensive Sales AutomationSystem CSAS provides- Integrated tools to sales, marketing and service personnel to perform their jobs more efficiently and effectively. Back end decision support systems to the management to help them make decisions more proactively. Greater value where there was greater variance and uncertainty in the sales order cycle.
- 11. CSAS buying cycletakes at least 20 -30 months to implement Seven stages 1-realisation stage (1 month) 2-Evaluation to potential to automate existing process (3-4 months) 3-Decision making and determination of data(2-3 months) 4-Decision on SA software and hardware purchase(6-8 months) 5-Pilot tests for CSAS(3-5 months) 6-Modification of CSAS software from the pilot tests(3-4 months) 7-Full scale roll out (4-6 months)
- 12. Should SaleSoft goahead with PROCEED? If Yes, Why? If No, Why not?
- 13. We recommend Yes , SaleSoft should go ahead with PROCEED. The reasons for going ahead with PROCEED Core Competency Primary Objective of SaleSoft Less competition Product differentiation Better in long term returns Customer Benefit
- 14. Why we don’trecommend the company to go ahead with TH 1.Unable to cater organizations needing CSAS. 2.PROCEED will not be ready and competitors will grab market share. 3.Trojan Horse does not require partnership with consultants which will hamper success of PROCEED. 4.Trojan Horse will cannibalize the sales of PROCEED.
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