Managing and tracking design opportunities within the channel has never been easier or faster. The NEHANET Design Registration system helps you manage the design registration processes of your distributors and channel partners by streamlining channel entry of opportunities and the following review and assignment processes. Online web forms make it easy for partners to register new designs with you and provide all required information including opportunity details, size, timing and competitive information. Email alerts and other rules keep your team in the loop at all times. Read the rest of this entry »
Managing Electronics Components Manufacturers Representatives Effectively
Introduction
Electronic Component manufacturers use representatives for several regions.
- Reps have local geographic advantages. They know the local territory and have a rolodex of customer contacts. They carry complementary lines and are able to introduce your parts to existing customers.
- They are paid a commission contingent on your getting the actual business, lowering your cost of sales and allowing you to scale more easily.
Transforming from Chaos to Competency: How the right CRM can get you there (wrap-up)
Since this is the last blog of the series, I wanted to thank everyone who has been following and commenting. I always enjoy differing points of view and being able to engage in interesting dialogs with you. Read the rest of this entry »
The Signs of Chaos: Why no Decision is the Wrong Decision
In my last blog, The Hidden and not so Hidden Costs of Choosing the Wrong CRM, the cost associated with choosing the wrong CRM were highlighted. While not my intent, that discussion may cause some to consider staying with the status quo and choosing no CRM as the low risk, no cost answer. The cost associated with making no decision, may well be higher than that of choosing the wrong CRM tools. Read the rest of this entry »
The Hidden and not so Hidden Costs of Choosing the Wrong CRM.
In my last blog, Avoid the Critical Mistake : Pick the Right CRM system, I demonstrated the importance of matching the CRM system to your internal processes and provided a few simple examples of aspects that are often not considered. I want to now examine the costs that are associated with making the wrong decision, as support for putting in the time and effort upfront to help ensure you make the right selection. Read the rest of this entry »
Avoid the Critical Mistake : Pick the Right CRM system
In my last blog, CRMs are about Business Process Management, I implied that without strong internal business processes, CRM implementations are doomed to fail, leading to the 55% to 70% failure rate reported by industry experts. I’ll try to support that claim with examples of success. Read the rest of this entry »
CRMs are about Business Process Management
In my last blog, CRMs are not about Customer Relationships, I made the point that improving customer relationships was an ancillary benefit of implementing a CRM and not the main goal. The main goal should be business process management. Not having this as a goal leads to a majority of CRM implementation failures. Let’s take a closer look at the BPM aspect now. Read the rest of this entry »
CRMs are not about Customer Relationships
Software CRMs or Customer Relationship Management systems are truly misunderstood in the marketplace. Having engaged with hundreds of customers, I am still surprised that the prevailing thought is that implementing a CRM will somehow magically improve issues they have finding, developing and building partnerships with their customers, . Read the rest of this entry »
Buying a CRM System: What to Expect; What to Demand
There is always so much focus on sales processes and selling, thought it would be nice to take a break and look at the sales cycle from the buyer’s perspective instead. Buying a CRM system (or other BPM system) can be a confusing and often frustrating task. So many options, too many promises and no guarantees. Read the rest of this entry »
