Magazine article CRM Magazine

Closed Loop Opportunity Tracking

Magazine article CRM Magazine

Closed Loop Opportunity Tracking

Article excerpt

BUSINESS PROBLEM

Within high-technology companies there is no shortage of systems to manage opportunities: CRM, PRM, Deal registration, Design-win, and special pricing/quoting systems to name a few. These systems do a great job of identifying and tracking opportunities through the sales cycle and even close the loop to the actual sale when the opportunity is sold through the direct sales channel.

However, this closed loop breaks when the opportunity is fulfilled through the indirect channel. What actually happened with the deal? Did it close for the quantity and price that we quoted? Did the forecasted amount ship? Was the opportunity partially shipped and will the remainder ship before quarter-end?

Suppliers have traditionally managed their relationships with their indirect channel partners using inefficient, labor-intensive processes. As a result, the tasks of managing resellers and of precisely monitoring reseller productivity in converting leads to sales have been difficult. Sales reps can spend more than 10% of their time tracking sales. Partial shipments further exacerbate the problem as the sales team tracks the same opportunities over and over again, when we would all prefer for them to be in front of customers.

Best Practice is to automate the lead-to-shipment tracking process. The optimized channel, whether direct or indirect, runs on timely sales data that automatically updates the status of opportunities providing real-time visibility into results ... orders being shipped and revenue being recognized!

CHANNELINSIGHT SOLUTION

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