Filed under: News
Jan 27 2014, 6:17am CST | by Forbes
Bottom line: Sales effectiveness is going through an inflexion point driven by rapid advances in cloud computing platforms and applications. Changing business models, emergence of everything-as-a-service, the subscription economy, and revenues tied to long-term contracts all require a more unified view of customers that includes quotes, contracts and transactions.
From companies presenting the results of sales effectiveness strategies at Dreamforce 2013 last October to the continued consolidation of the Configure Price Quote (CPQ) market including three major acquisitions in the last year, sales effectiveness is changing quickly to encompass quotes, contracts and transactional data spanning quote or opportunity to cash. Salesforce and all companies mentioned in this post are not now and have never been clients of mine or of my employer Plex Systems.
Quote-To-Cash Is The Future of Sales Effectiveness
Moving beyond the front office, sales effectiveness is getting more defined by how companies are choosing to integrate customer, quote, contract and transaction data, all aimed at gaining a more unified view of the customer. From the manufacturers I regularly speak with and the presentations at conferences attended, it’s evident the days of sales effectiveness being tactical are numbered.
More companies want visibility from quote-to-cash or opportunity-to cash to-increase deal sizes and reduce selling cycles. Contracts are the catalyst that are revolutionizing sales effectiveness in the manufacturers spoken with.
The Salesforce platform and the many applications built in it are also accelerating sales effectiveness’ shift from tactical to strategic. Gartner calls this expansion of sales effectiveness opportunity-to-cash in a recently revised report, Configure, Price and Quote Tools Help Redefine the Sales Experience by Praveen Sengar published July 12, 2012 and updated earlier this month on January 8. A recent new service introduction from Deloitte called CloudMix includes Tweet to Cash and Tweet to Care process automation workflows. For purposes of this post, I’ll use quote-to-cash.
Presentations at Dreamforce 2013 by Ceridian, Global Foundries, Hewlett-Packard and NXP Semiconductors and others, in addition to conferences attended and companies spoken with all underscore how cloud platforms are enabling sales effectiveness to move beyond its tactical boundaries.
Here are the five lessons learned for these and additional companies spoken with regarding how cloud platforms are giving them the agility to redefine sales effectiveness for their unique requirements:
Source: bidness etc
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