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| Background |
Quote |
| We are a $60M dollar provider of total power management solutions based on innovative analog and mixed-signal integrated circuits and a new generation of discrete-power MOSFETs. We have a direct sales and marketing team of 40 people, sell through 30 rep companies and another 10 authorized distributors worldwide. |
"I do like the fact that the forecasts are tied to opportunities so you can track an opportunity from conception to design-in to production. It is much easier to track transfer business and make sure the people get compensated when business moves offshore"
Regional Sales Director |
| Situation before NehaNet |
Products Used and Specific Benefits
| Opportunity Tracking |
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 Focused Sales Methodology
Drive your sales process with an automated system based on industry best practices, ensuring your sales process is focused and effective. No longer will deals slip through the cracks or fly under the radar when you have clear audit trails, a powerful workflow engine and customizable and drillable data fields. |
| Increase Revenue
With a powerful automation system that saves time, an RSM can deliver greater account focus and coordination which can result in one new design win per year or even more. For a company with five RSMs and annual design win revenue of $50M, the company could realize $250K or more in incremental revenue. |
| Improve Sales Team Productivity
Reduce the amount of time your sales team spends coordinating information to provide updates to executive staff. For a company with five RSMs, this time savings could easily exceed two hours per RSM per week, for a total savings of ten hours a week - that's the equivalent to onefourth of a new sales person! |
| Instant Global Design-In Visibility
Understand the status of all your design-in opportunities across the globe with the click of a button. You don't need to wait for excel spreadsheets be rolled up or for next weeks meeting to understand where each deal stands along with its key issues. Your automated system will give you real time deal information for the rep down the street as easily as it will for the rep half way around the world. |
| Be Proactive, Not Reactive
Take the action before it turns into a reaction. With a clear real time picture of all the details for all of the deals in your pipeline, you can manage accounts strategically to take advantage of a competitors delay or shore up a potential problem before it ever arises. With NehaNet you stay ahead of the curve with each of your deals. |
| Global Collaboration
Give your teams the power to understand what is going on in the pipeline. For instance, you can allow your design region teams to gain visibility into the production region and point of sale, while letting the production region gain visibility into the design region to understand what opportunities are coming down the road. |
| Global Forecasting |
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| Increase Productivity
RSMs, Sales Operations Managers, and the VP of Sales spend many hours each month managing the forecast process. The NehaNet Forecast System can cut out a majority of that time. For example, the time savings for a company with five RSMs and a VP of Sales can exceed forty hours a month, or one-fourth of a new sales person! |
| Improve Sales Team Success
Rep firms, Distributors, and RSMs drive your forecast, revising it upwards or downwards based on their perspective. You can improve that perspective with a solution that shows blacklog, shipment information and actual performance versus forecast. You can also improve forecast accuracy by routing forecasts for approvals to market or application specialists rather than a simple region-based rollup. |
| Improve Customer Satisfaction
Accurate forecasting directly correlates to customer satisfaction due to the close relationship between your customers production and procurement functions. A forecast that is too low or too high can have an immediate adverse effect putting your relationship and future design-wins at risk. |
| Reduce Costs
Accurate forecasts also have a correlation to your production planning and inventory carrying costs. Accurate long-term forecasts can help your manufacturing team anticipate demand and drive accurate capacity planning and supplier relationships. |
| Competitive Advantage
Executives make decisions based on their knowledge of their business. Concise, accurate information about run-rate, committed and funnel business will assist in making good strategic and tactical decisions. |
| Sarbanes-Oxley Compliance
Corporate governance is increasingly important in today's information driven economy. Make sure your company can avoid inquiries and penalties by accurately accounting for forward looking statements with documented processes and detailed audit trails. |
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We use IFS as our backend ERP/MRP system. We were $20M in revenues and using Excel spreadsheets to keep track of opportunity and forecast information when we deployed NehaNet.
Our main problem was that each sales person had their own excel spreadsheet and that no single person knew what the activity was across all accounts on a company basis. Given that people had their own versions and changed them, combining the spreadsheets was a pain. We found it very difficult to consolidate and gain a picture of the company's activities. We were also tracking and updating forecasts in excel spreadsheets and it was half a days job for one person to manage all of that and consolidate the data for both opportunities and forecasts as people were using different excel sheets.
In addition, the excel data was not real-time - it was just a snapshot of when it was last updated. We often found that things changed especially in the forecast and it was difficult to keep on top of the changes at that point in time.
Finally, we had issues where several people were working on the same opportunity and tracking it on their spreadsheets, but were not aware of each other's involvement in that same opportunity. |
| Benefits realized with NehaNet |
Our NehaNet system gives us real time access to our sales data. We find the quality of the data to be much better than the quality of data we had in excel spreadsheets and we are able to analyze our business and get reports on a real time basis as and when required.
Our system also gives us the ability to have everyone to see the opportunities they need to see so they can work together. All actions items get logged and things don't get dropped.
When our company was just starting out, spread sheets were manageable and worked. However, we realized that to rapidly scale the company to our goals of $100M+ in revenues, we would needed a better system to track our business and NehaNet gave us a low-cost system that was built for our industry and our sales processes.
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