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| Background |
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| We are a $300M leading global manufacturer of Potentiometers, Sensors, Switches, Resistor/Capacitor Networks, Encoders, Fuses, Surge Protectors, custom hybrids, including multi-chip modules, as well as DC/DC converters to a broad range of markets, including telecommunications, computer, industrial, instrumentation, automotive, consumer, non-critical life support medical, audio and other market segments. We have a direct sales and marketing team of 45 people and sell through an additional 190 sales people across 21 manufacturer's reps. We have three main distributors that comprise 70% of the distributor business. We also have another 25 regional distributors.
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"We needed a more automated way to keep the world connected."
VP Worldwide Sales
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. |
| Quote Management |
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| 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. |
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| Situation before NehaNet |
We were about $225M when we signed up NehaNet. At that time, we were trying to track opportunities in excel spreadsheets on a monthly basis. The sales people and reps would send us data on different excel spreadsheets every month and we would use it more as a reporting scheme than as an action scheme, i.e: the reason to do it was to report on what we were doing as opposed to better managing and focusing our sales efforts.
At that time, a lot of our business was migrating from Europe and the United States into Asia. We were doing a lot of engineering work to get on the BOM. The customer would in many cases, move the business for Asia to their own location or to a contract manufacturer. Our challenge was to chase that business and try to book it. Other then telephone and email, we really didn't have any good way to track and chase that business. It required the sales person in the design location to tell the sales person in Asia that the business was coming, and frankly they were not all motivated to do so. The reps were motivated since we have a split commissions program where we pay a significant percentage to the design location. Unfortunately, we didn't have a very good way to capture the transfer business and this resulted in the reps not being all that motivated to chase the design work.
We needed a more automated way to keep the world connected. We had customer trip reports being stored in Word documents that were emailed by sales people to all the people that they thought should see them. There was no central location where these were kept. They were not captured by the OEM customer. If a product manager or sales executive wanted to travel to a given location and meet a customer, the only way they could get an account history was to have the sales person put together a summary. We needed a better way to colloborate and share information on key accounts. |
| Benefits realized with NehaNet |
We now have a sales funnel and we know what's in the sales funnel. We know exactly how many opportunities and $$$ are in the funnel by major sales stages i.e. what is flowing from design wins into pre-production into productiton business. We use this every month to manage our business. This is a top level value of NehaNet - to know how much business you are generating and to know if you have enough opportunities coming in the top to keep the funnel growing. We do a lost business analysis against design wins to determine whether we are generating more business every year than what falls out and to measure net growth.
We have rolled NehaNet out to individual sales people around the world, so each sales person has his own sales funnel and they can see whether they are driving enough business for the company. Each sales person now knows that if they are not working new opportunities, that pretty soon their territory is going to dry up.
The other benefit of NehaNet is that we are able to assign manufacturing locations outside of the design location. So, if the manufacturing location is in Asia, the sales person in Asia now knows about the business and is able to follow up on it very effectively.
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