"Quote to Cash" Bid Process
Today's enterprise customers drive their own deals which means they frequently involve non-standard pricing, non-standard terms and, in many cases, non-standard products and services. Such deals cannot be managed inside of a CRM sales management software application, because they require input from people in the back office, people that will not have CRM on their desktop.
This "back office" sales cycle requirement forces the sales representatives to manage complex opportunities outside of the CRM tool, a process that is highly manual and inefficient, taking up more than 50% of a sales person's time and limiting the time he or she is able to spend out in the field.
Given the complexity of today's product/service offerings and the competitiveness of the market, customer-driven deals are here to stay.
A solution that includes Bluespring's BPM software turns the following issues into benefits:
- Sales Management
- Quote Management
- Sales Cycle Management
- Retail Management
Business Objectives
- Maximize revenue: Up to 25% of projected revenue is lost
- Coordinate input required from multiple departments
- Shorten sales cycles: currently between 60 - 180 days
- Minimize error rates: sometimes in excess of 90%
Benefits of BPM
- Business is won
You will be able to respond significantly faster than the competition - Margins are protected
Variability between projected margins and actual margins are significantly reduced - Revenue is not lost during execution
Proper controls, policies and procedures are established in the pre-sales process and adhered to during execution - Resources are efficiently utilized
Reworked and dedicated FTEs in the pre-sales process are reduced - Quote-to-cash process analytics are captured & measured
Pre-approved deals can be re-used and product management gains insight into how customers like to buy
Vertical Markets Served
- Telecommunications
- Financial Services
- Manufacturing
Additional Resources
