NehaNet Corporation - Customers

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Quote

We are a $30M supplier of advanced RF and mixed-signal communications ICs for wireless infrastructure and mobile wireless, broadband communications, space, defense and avionics markets. We have a direct sales and marketing team of 15 people and sell through about 30 manufacturer's representative companies and distributors.

"We wanted a system which did not depend on excel geniuses to keep it all cobbled together."

Regional Sales Director

Products Used and Specific Benefits

Situation before NehaNet

Quote Management
Increase Productivity A manual quote takes, on average, twenty to forty minutes to turn around. The NehaNet system can drive your turnaround time to less than five minutes. If your company responds to more than fifty quote requests a month, you can save over thirty hours, that's equivalent to nearly one-fourth of a sales person's time.
Minimize Lost Revenues Consistent quote follow-up is difficult with a manual or excel based quote tracking process. Typically twenty to thirty-five percent of quotes do not receive follow-up, which translates to potential loss of business. The NehaNet Quote Management system ensures total follow-up and can increase your quote to order ratio by ten or even twenty percent. For example, if a company that does $100M in quotes annually can increase their quote to order ratio by just a couple of points, it can gain as much as $2M in additional revenue.
Maximize Margins Competing with yourself easily leads to lost margin. The NehaNet system ensures that quotes from rep firms, distributors and subcontractors are all tied to a single opportunity, giving you visibility and control so you can ensure that each quote is consistent to the end customer and that you are not in competition with yourself.
Global Consistency Quotes can vary widely over geography, time and people. The NehaNet system allows you to manage your Global Price Management policies and drive consistent quotes across geographies, customer types, quote types and over time. For example, pricing varies across regions due to currency, shipment and competition; managing this is labor intensive and error prone. The NehaNet system will ensure consistency while saving time.
Boost Customer Satisfaction Fast consistent quotes will allow customers to choose your products based on technical requirements, not on quote turnaround time or price haggling with different sources. This gives you a competitive advantage.
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.

Opportunity Tracking
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.

Samples Management
Boost Customer Satisfaction With a 'closed loop system', you will improve your customers' experience in acquiring samples because sample requests are tracked from beginning to end. That means requests will not get lost, the response time will be faster, follow-up will be consistent, and customers will be able to track their request and shipment status.
Increase Design Wins The NehaNet Sample Tracking system can increase your design wins by giving you the option to log each sample request as an opportunity that can be monitored and followed-up by a sales person. For example, a company that does between fifty and one hundred samples per month can realize up to five or even ten new opportunities.
Minimize Overhead The NehaNet system will help ensure that you only ship samples to valid opportunities, instead of stocking up someone's home workshop or lab cabinets. Your team will spend less time processing requests manually and your ship & pack costs will become even more manageable.
Improve Productivity Your extended sales team will be able to easily request samples that are fully trackable without waiting for an email reply or return phone call. Your company will be able to achieve very efficient response times and accurately ship trackable samples which will mean less time and effort for your sales, support and fulfillment teams.
Management Control The NehaNet system will improve your visibility and control over the true opportunity pipeline, driving opportunity identification at the front end of a design cycle. You will also have the ability to enforce sample request protocol with both internal and external partners.

Global Forecasting
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.

POS (Point of Sale)
Smart Channel Management If you are on top of channel sales activity, inventory positions and current backlog, you can effectively drive tactical and strategic plans to maximize revenue opportunities, avert potential customer conflicts and take advantage of channel integrity.
Boost Customer Satisfaction Understanding channel partner activity will help you identify your customers, understand their purchasing patterns, manage inventories effectively, apply contracts and quotes appropriately, preempt price discrepancies and ultimately enhance customer satisfaction.
Maximize Revenue With key channel data in hand, you can develop product plans and demand creation strategies that target key channel partners and large customers with products and parts that generate higher margins with faster velocity.
Management Control and Visibility Know where your products are in the channel at any point in time with the click of a button. Your management team should not have to wait for periodic conference calls or for spreadsheets to be emailed. Get the data you need now so you can take action.
Integrate Your Split Commission Information Ensure that your reps are paid in an accurate and timely manner for the revenue opportunities they are responsible for. This can remove manual tracking tasks from your finance and sales operations team while improving rep firm satisfaction with your company.

We were at a $15M run-rate when we started using NehaNet. We were using gigantic excel spreadsheets to manage all the opportunity and forecasting information previously. The problem we had was in keeping it up to date and tying it up all together. For example, the opportunity was not tied to forecasts and we did not have an easy way to share information between sales, marketing reps and distributors. Every person kept an excel spreadsheet on their computer and we would all update our spreadsheets and send it to a central person for consolidation and cleanup. We, along with that central person, then had to figure out how to create reports off the consolidated spreadsheet.

The other challenge we faced was that people were tracking activities in their own ways and the work that was going on to move the opportunity to closure was not transparent to everyone. There was no easy way to convey activity information to the top management.

Benefits realized with NehaNet

We brought NehaNet in to address several issues:

>> First, to have an opportunity tracking system that would allow us to drive and manage sales activity across customers and opportunities across reps, distributors and our sales and marketing people.

>> Second, to make the sales activity visible to the rest of the management team.

>> Third, to create a consolidated worldwide forecast that was based on actual opportunity information and done in a way that did not require excel geniuses to make it all work.

>> Fourth, to keep track of key customer visits and actions items.

The whole company has switched over to managing the business in NehaNet. The business plan and the yearly plan are all driven from the data in the system. Now since the per-opportunity-per-customer data is completely transparent inside the company, any one can go in and see what activities are happening or what is the status of a customer that they are interested in. They can also see what the gap between the plan and the current numbers are for a given period.

One benefit is that management has become very active in going in to see the status of opportunities and one of the biggest users is our CEO. It is not that unusual to make an update to the system and get an email or a call from the CEO a few hours later asking for a clarification. NehaNet has also reduced our need to have to make presentations about what's going on since people already know what's going on through the system. Instead, there is more discussion about what's needed to succeed. You can start to be more action-oriented instead of update-oriented when talking to management.

Finally, you can drive manufacturing plans by product, by package type plan etc directly out of NehaNet. We maintain 2 types of forecasts, the revenue plan and the manufacturing plan and NehaNet allows us to do both from a single system.