Background

We are a $35M leading provider of RF solutions serving the wireless communications, RF identification (RFID), broadband cable, and defense markets with our highly reliable amplifiers, mixers, RF integrated circuits (RFICs), RFID reader modules, chipsets, and multi-chip (MCM) modules.

We have a direct sales and marketing team of 12 people and sell through an additional 150 sales people across 21 manufacturer’s reps and 1 distributor.

Situation before NEHANET

The problem we had in the Sales and Marketing department was that we had many excel spreadsheets, one each for forecasts, orders, design wins, quotes, samples and action items and none of them were relational. So, we were ending up with inconsistent data and spending a lot of time updating each spreadsheet, trying to corelate them and removing duplicate infommation from numerous spreadhseets. In addition, engineering and other groups had their own spreadsheets with their version of the sales numbers and when we all got together as a company, it was difficult and time consuming to reach consensus on the business.

We also did not have a good way to leverage the info we were getting from our leads, our quotes and samples and convert that into a meaningful design win funnel that we could use to drive our sales activities and try to go close on the design wins. We had inconsistent reports and the spreadsheets did not enable su to mine the data in any logical way.

Benefits realized with NEHANET

NEHANET saves our sales team time since they no longer have to crunch numbers and validate the information in Excel. Instead, they can now spend more time assessing the business and updating the system with meaningful and accurate data. Once the data is in NEHANET, we can produce reports that are consistent, week over week, month over month, quarter over quarter and use that to load our Fab. The data is all tied together, so opportunities are tied to forecasts, to quotes, to samples and we do not need to go back each time to check and double check the forecast data for example. Similarly, our pricing consistnecy is more accurate than it was before.

In addition, the marketing group is able to pull data from the system and look at it by market segment, by application and by product and better guide the sales organization as to how to sell certain products; highlight key features or bring attenttion to overlooked or underaddressed market segments.

As a public cimpany, we report design win activity as part of our business and we need to be able to substantiate the claim. With NEHANET, we are able to lock in design wins when they occur, so that no one can inadvertently change them and thus change our backup data. This is important, since it allows an independent auditor to come in and validate the backup information.

Quote

“NEHANET saves our sales team time and allows them to spend more time assessing the business.”

VP Worldwide Sales

Products Used and Specific Benefits