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| Background |
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| We are a $250M subsidiary of a $2.5B global conglomerate with operating facilities and sales offices in North America, Europe and Asia. We are a world leader in the designing, manufacturing and marketing of Frequency Control, Sensor and Hybrid Product solutions using the very latest techniques in both bulk acoustic wave (BAW) and surface acoustic wave (SAW) based designs from DC to microwave frequencies. We have about 30 sales and marketing team members and a global channel sales force of over 100 manufacturer's reps and distributors. |
NehaNet saves our sales team time and allows them to spend more time assessing the business.
Director Marketing
Products Used and Specific Benefits
| 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. |
| 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. |
| Samples Management |
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| 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 |
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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 grew through acquisitions so had 4 different ERP systems and 4 or 5 different ways of doing samples and quote tracking depending on the locations. This resulted in multiple data entry into different systems. Getting data out of disparate systems on a monthly basis was time consuming and manually a labor intensive job. Team members would spend 1-2 days a month putting their monthly reports together. It was also difficult for management to gain visibility into key business performance indicators.
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| Benefits realized with NehaNet |
>> Increase Visibility into Sales Operations
For a global company like ours operating in a highly competitive market, visibility into sale operations is essential and we need to track information like weekly sales, quotes and quote trends, opportunity potential, relationship between new products rolled out and products sampled etc. with NehaNet we are able to slice and dice the data by region, by stage, by family etc and easily get the visibility into our business that we need.
>> Save Time and Increase Productivity
Instead of the sales team spending 2-3 days putting their monthly reports together (collecting, sorting and segmenting the data) at the end of every month, NehaNet allows instant generation of reports customized to the needs of the user at any time based on live real-time data. It is also easy now to get mid-month status reports, which was not possible earlier without a lot of manual work.
>> Eliminate Redundant Data Entry
Instead of the having the sales and customer service team members gather customer information and enter it first in an 'online' form on the extranet; then have it transmitted via e-mail and manually reentered into one of the sample tracking systems and then again reentered into one of the ERP systems, NehaNet allows us to eliminate redundant data entry and cut down the time spent by 2/3rds and 3 data entry steps get reduced to just one.
>> Standardized Data
Instead of having operational data in multiple formats in multiple systems, the NehaNet Channel Management system allows us to have a standard unified system that interfaces across the different back-end systems and gives us easy access to data and reports.
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