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| Background |
Quote |
| We are a $250M subsidiary of a $11B Japanese conglomerate that designs, develops, manufactures and distributes electrical construction materials, home appliances, residential building materials, automation control products, wiring devices and electronic materials through an infrastructure consisting of 47,000 employees, 63 manufacturing sites, 14 R&D locations and a global sales/service network consisting of 200 locations. We have a direct sales and marketing team of 30 people and sell through 17 rep companies in 24 rep locations and another 11 authorized distributors in the U.S and 3 independent distributors in Canada. |
"We needed a unified communications tool in order to be successful in the competitive market"
VP and GM
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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| Situation before NehaNet |
We use an ERP/MRP system from Oracle for resource planning but were using Excel spreadsheets to keep track of opportunity and forecast information before switching to NehaNet. Our challenge was to bring about a visibility into the activities that were happening in the team. It was not such a simple task, since the information had to be collected from different reps to regional managers and from people higher up in hierarchy, the excel documents involved used to get obsolete in no time. We didn't have a real time visibility into the opportunity and did not have a status of the current stage and how to focus our efforts to move to the next stage. We were not sure of by when would the opportunity would come to close and by when to expect revenues from it.
Communicating this information seemed to be something that required a lot of time to manage and it required our sales people to spend 2-3 days at the end of each month (the reporting period) trying to collate the information into the given format.
Once we got the information, it was very hard to summarize this information for sharing it with our parent company in Japan. In addition to the time spent in doing this we found that the data at times was not worth the effort because of the different formats and nomenclatures used by different sales teams. This was despite our efforts to simplify and standardize the spreadsheet templates.
It was a very cumbersome and a tedious job for the team to manage the actual backlog and forecast data in the excel sheets since we were tracking the order from the point when it was going in for booking till it was shipped.
In the absence of a CRM system, a practice that was seemingly prevalent in the organisation was that employees were using different systems from ACT to Outlook to keep track of their customer and contact information. So, if one of our direct sales people left the organisation then we were ill equipped to transfer the existing accounts, opportunities, contacts and action information to the new joinee. |
| Benefits realized with NehaNet |
In order for us to be successful in the competitive market, we really needed a integrated communications tool, where at the grassroots level there was an immediate identification of the opportunity, identification of who had the next action item and a focused method to drive closer to the action item.
NehaNet's system allows multiple people from sales, marketing, applications engineering, reps and distributors to work on a opportunity simultaneously. Marketing, sales, operations, planning etc can all get access to different updated data and reports as and when it happens.
It allows us to create very simply the data and reports that our parent company requires from us on an ongoing basis. |
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