The traditional methods for training and supporting the sales-force are no longer sufficient to properly manage the complexity of modern sales processes, data exchange in real time and buyers that are more and more informed and educated. It is necessary to create a system in support of the sales-force able to transfer the value of business and the best business practices.
TRENDS THAT AFFECT THE GO-TO-MARKET
Which business strategies does RuleDesigner support?
B2B digital commerce
Digital interactions between buyers and suppliers will break traditional sales models
Managing product customization as easy as the standard
Offer customized products with the typical simplicity of standard sales.
Mass-production vs. mass-customization
The customer at the center of company’s CRM and PLM processes with RuleDesigner
Digital first engagement with customers
Moving from a seller-centric to a buyer-centric orientation and shifting to hyperautomated sales processes
Diversify digital selling tools and channels
The introduction of advanced tools like complex product configurator is the key to realize this vision
CHALLENGES
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Strategic planning and management of opportunities
A global vision on sales opportunities to manage order priority and forecasts.
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Customer engagement and value co-creation
Approach customers as “consultants” with the aim of offering them custom solutions able to create value even in complex purchasing processes.
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Inter-departmental process management
Collaboration with technical functions on processes for co-creating offers feasibility studies and related documentation.
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Leverage effective and efficient sales cycles
Identification of the process phases and efficient execution of the sales operative tasks.
ENABLING TECHNOLOGY
RuleDesigner creates a relational perspective in sales
RuleDesigner is a collaborative platform that supports the sales area in the management of customer relationships, collaboration across functions and in the definition of customized products, even high complex ones.
RuleDesigner allows organizations to generate value by meeting the customer needs with a high level of performance and with easier and smoother sales operations.
The possibility to organize activities related to sales opportunity and to benefit from powerful configurator tools allows to drastically reduce sales cycles lead time while improving conversion rates.
PRODUCT SUITE MODULES
One global and modular approach
SOLUTIONS
One single integrated solution adaptable to various application scenarios and providing benefits to multiple business processes.
Standardization of the sales process.
Generally, “sales process” refers to a repeatable set of steps a sales team takes with prospects to move them from early stage to closed customers. Having a standardized sales process adds structure and responsibility to sales activities and leads to higher order conversion rates and shorter sales cycles, too. Each department, with a direct or indirect contribution to the sales team, operates using the same processes and assumptions. The continuity of the collaboration allows the team to predict when the support is needed. Also, it helps the organization to plan workloads at the closing of the order.
Sales Process Automation
The configurator combined with the CRM system supports the sales force in the process of configuring complex offers by defining the correct product structures, automatically calculating prices, managing discounts and applying parameters based on customer characteristics or country of origin. The result is a lean sales process that allows to handle many negotiations and increase order closing and conversion rates.
Effectively manage resellers and sales channel partners.
As a manufacturer, the success of the business also depends on the channel partner network and their sales representatives. An under-performing distribution network could limit growth, therefore, providing it with an integrated platform endowed with configuration functions allows simplifying the access to the company knowledge base, adhesion to product configuration rules and compliance to company policies.
New product request evaluation and fulfilment workflows.
Requests for new products and/or product variants, generally collected by the customer service,can be automatically directed to the proper technical and sales workflows on the basis of rules configured within the system. So, RuleDesigner is able to support the entire workflow from the collection of specifications to the communication of the feasibility outcome and the start of the purchase order.
Managing and delivering the business knowledge.
A standardized sales process, supported by rule-based tools, makes the sales-force training simpler and faster and it shows salesmen how to deal with different selling situations.
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