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| Background |
Quote |
| We are a $260M supplier of a broad spectrum of power semiconductors and power modules for the global power market. We have a direct sales and marketing team of 20 employees worldwide and sell through an additional network of 350 sales people across our manufacturers representative and distributor network. |
"From the electronics components manufacturers perspective., NehaNet is uniquely suited to our business and understands the nuances in our business."
VP Sales
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| Situation before NehaNet |
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. |
| 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. |
| 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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We ship around 300-450 samples a month but we were not capturing sample requests properly and tracking the opportunity through to completion. We also had trouble seeing where the business is going because design is often done in one location and purchase in another. We have lost opportunities because the business went to South East Asia and we lost track of it. This is why it is critical for us to track opportunities from design location to the purchase location. Our products are often second-sourced, and with our manual systems, we were not getting the visibility we needed into the business. Since Contract Manufacturers want the best price possible, they may pursue alternate sources. If we don't stay on top of the business, we may lose it.
Another problem we had was that quoting and pricing were being managed differently in different locations. We often ended up mis-quoting a customer or completely missing the business if a second vendor got in there. We have also at times given the CM buyer a better price than what was pre-negotiated with the OEM since we did not connect the dots, causing us to give up profits that we could have retained had we used a single cohesive tracking system.
In addition, all communications were done by email as people tried to keep every one in the loop. This did work since there is an incentive for the design-in rep to notify others about his design and to put in a split comissions request otherwise he may not get comission credit for that design. However, the process was haphazard and cumbersome and there was no oversight database for the management team to use in managing the business.
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| Benefits realized with NehaNet |
The system has helped us track and be able to better manage our business so we can grow faster. With the system, you are internally more efficient, so our customer service, order entry and other sales administration processes are more streamlined, leading us to save costs and be much more efficient on the inside. We have a single quote database where it is much easier for the customer service order entry person to check the price before entering the quote into the system. It is either a book price quote which is easy to process. If it is a non-book price quote, they need a quote number and need to double check against the quote database. We have a price book database and the system knows what the ASM minimum price is and routes the quote requests to the appropriate level. As a result, we are much more responsive to customers and able to turn things around faster.
From a management point of view, we have much better visibility into our business and can better see where it is going, which products are most popular from the design in point of view and this us to make better decisions with product planning and roadmaps.
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