SalesSoft is a $1 billion software company that develops sales automation systems. Their main product is PROCEED, a comprehensive sales automation system. They also offer a more basic system called Trojan Horse. SalesSoft has experienced 40% growth due to declining laptop prices, more user-friendly software, and improved communication technology, and their potential market is 9.2 million salespeople. Implementing a full sales automation system typically takes 21-30 months. While Trojan Horse could be brought to market faster, PROCEED better fits SalesSoft's core competency and objectives and will provide more long-term customer benefits and returns.

1. SalesSoft,Inc.
Group 7

2.  Founded in July 1993
 Greg Miller – President and CEO
 William Tanner – Vice President and CFO
 Main Product – PROCEED, a comprehensive
sales automation system.
 Alternate Product – Trojan Horse, a more
sales oriented system.

3.  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.
 Potential market 9.2 million salespeople.

4. SA is a system that automated some or all processes
used in the sales order cycle (i.e.) from lead generation
to post-sales service.
 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.

5. Comprehensive Sales Automation System is a software
which 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.

6.  Typically 21 to 30 months to implement
Stage Time Period
1 Realization top management
2 Evaluation of potential to automate existing 3 to 4 months
processes. Also specify the order of functions.
3 Decide how the different functions to be automated 2 to 3 months
are related. Determine data collected, stored and
analyzed.
4 To decide type of SA software and hardware to be 6 to 8 months
purchased.
5 Pilot test of the CSAS 3 to 5 months
6 Modify the CSAS software in response to feedback 3 to 4 months
form from pilot test
7 Full scale roll out 4 to 6 months

7.  SalesSoft’s CSAS product called PROCEED
SMRP(Sales Marketing Resource Planning System.)
 Eight Modules, divided in 3 broad categories. (Sales,
Marketing and Services)
 Developed to run also on Microsoft Windows.
 Integrated with common E-mail, word processing,
fax, spreadsheet, presentation software.

8.  TH is very close to a simple Contact Management
System (CMS) since its primary focus was on Sales.
 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 associated sales activity and help in
improving sales force performance.

9. PROCEED TROJAN HORSE
 Comprehensive system  Sales Module of PROCEED
 Less competition. with functions from other
 Difference in product. modules.
 Long term ROI.  High Competition
 Focused on sales,  Similar to other products
marketing, services  Short or medium term ROI.
 Less crowd with small start  Focused on sales only
ups  Giants like Microsoft and
Lotus entering

10. PROCEED TROJAN HORSE
 8 months in development  Ready in 3 months
 Further investment of $1  Investment of $0.2 million
million in development and 0.5
 Priced at $2400 per user million in promotion
 Prospective price $400-
$1000 per user
 Marketing cost 1/3 rd of
Proceed

12.  SaleSoft should go ahead with PROCEED.
 Core Competency
 Primary Objective of SalesSoft
 Less competition
 Product differentiation.
 Better in long term returns.
 Customer Benefit.

13.  Why not Trojan Horse
 Unable to cater organizations needing CSAS.
 PROCEED will not be ready and competitors will
grab market share.
 Trojan Horse does not require partnership with
consultants which will hamper success of
PROCEED.
 Trojan Horse will cannibalize the sales of
PROCEED.

14. THANK YOU