Rolldown Methodology for Enterprise Customers
The primary objective is to make our Enterprise customers aware of the comprehensive functionality of the NEHANET solution and to serve as a road map for a rapid and efficient on boarding of new users to the NEHANET system. To achieve that we adopt an agile methodology to implement/deploy the NEHANET System.
We recommend that the Executives (CxO, VPs) be on boarded first. To achieve that, get the Annual Operating Plan (AOP) deployed. AOP sets target sales revenue for all regions/territories. All you need to input is the plan for the current and the upcoming fiscal year (if we are very close to the next fiscal year) and Sales History (shipments) for the prior two years. Sales History is optional but the benefit of having visibility to prior shipments will immensely benefit developing a plan for the upcoming year. This is then followed by Forecasting for the upcoming year. This need not be a detailed Forecast at the opportunity/part level, but going with the 80/20 rule, you could put in Forecasts for the 20% of the Customers who get you 80% of the revenue. This will give you visibility and help measure the performance by giving variance of the actual versus forecasted revenue. AOP addresses the following questions:
- How did we do last year?
- How much do we want to do this year?
- How do we meet the goals?
- Monitor and measure in real-time how you are performing against the stated goals.
AOP will automatically drive the implementation of the following modules: Accounts, Contacts, Activities, Call/Trip Reports, Products and Product Family, Sales History, Opportunity and Forecasting. Being goal driven, it will also drive adoption with your users.
Once the Annual Operating Plan is in place, the next set of users to on board are typically the Regional Sales/Sales Managers. These users will have visibility to their targets and enable them to plan how they intend to meet their target by allocating their target among their customers.
We can setup a separate server for doing AOP and reporting if needed. As part of this we can also setup a data refresh/sync from the production server instance to the Reporting server. This refresh could be setup to do weekly, monthly or even daily if needed. The exact method chosen is a function of your user base and requirements.
NEHANET has a very powerful and flexible Import Engine which you can use to seed the data in the system. If you already have your data in Excel spreadsheets, it can be uploaded, mapped to System and Custom fields and Imported to the System. The Import Engine accepts files in XLSX, CSV and JSON file formats. Please make sure the Excel spreadsheets have only one tab, turn off row and column freeze and also disable any sort filters.