| I understand SNAP runs on a PC. It is being investigated by our district
for use here in our leads tracking effort. If I hear anything back I will
post in here.
I personally would like something that ran on a VAX and I am investigating
All-in-1 Sales & Marketing. If this is a viable option it would be great
as it could be accessed through the "regular" All-in-1 system and all my
people could access the database.
Also in a DIGITAL TODAY, there was an article by Bob Hughes on FLIP. I
haven't had a chance to investigate this avenue yet, but it sounds promising.
Boy do we need a good, VMS based lead tracking program! The leads I get for
my reps I put into List processing and sort and process that
way, but it is a bit bulky as we increase the database.
Any other ideas? I'd love to hear them too.
/teri
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I N T E R O F F I C E M E M O R A N D U M
Date: 03-Mar-1992 03:57pm EST
From: LAURIE ORLOV @MKO
ORLOV.LAURIE AT A1 at ASGMKA at MKO
Dept: Direct Marketing IM&T
Tel No: 264-3100
TO: susan Murphy @mko
CC: ginny covino @mro
CC: jay atlas @upo
CC: lenny vairo @upo
Subject: Reply to note 80.2 in Sales Notes Conference
Please include the attached reply to note 80.2 on Sales Lead Tracking
Software.
Regards,
Laurie Orlov
US Channels & Direct Marketing IM&T
MMS+ from JEB Systems is a Vax-based leads management tool
in use today by the Service Accounts Organization and planned
for use by the SME sales organization. Its use is supported
centrally by the US Channels & Direct Marketing IM&T group.
Questions on its functions and features can be directed to
Paul Cully (AIMHI::CULLY) at DTN 264-1340 or Bonnie Donahue
at DTN 297-3815 (SAILR3::DONAHUE).
The MMS+ application currently handles leads distributed from
a variety of sources including the Electronic Connection,
Field Service Engineers, the DECDIRECT Technical Consulting Center,
etc. The leads are routed centrally by geography to the
appropriate MMS+ location in the US. The application is
also in use in Educational Services.
FLIP is an application that enables managing of mailing list
contact information held in the US Direct Marketing Database.
FLIP questions can be directed to Lisa Hartunian @ALF (DTN
385-2613).
- Laurie Orlov
US Channels & Direct Marketing IM&T
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| I'm a member of the Sales & Distribution Solutions Business Practice (HQ'd
in Chicago) with ties to the Sales and Distribution Systems (SDS) Marketing
organization.
Folks, there are a fairly large number of products out there in the
marketplace if all you want to do is contact management, mailing lists, and
basic lead management.
However, if you are interested in any or all of the following capabilities,
the list narrows very quickly and is very short. These capabilities
include Team Selling, Complex Selling, and Sales Cycle Tracking.
Very briefly, these three features are described below.
Team Selling (information sharing)
The team is defined how you want it to be. For example,
at Digital the team could include the account manager,
sales rep(s), delivery and sales support, local office
order management. The team does not have to all reside
(have accounts) on the local cluster; in fact, it would be
a disservice to require it.
The kinds of information the team can share is really up
to the sales team. Communications notes (not just sales
call information) can be passed and will be associated
with the particular sales lead instead of detached from the
application (as a mail message may be). Of course, the
generic sales call information is shared with the team too.
In this manner, all members of the sales team can quickly
ascertain the status of current events and activities
related to the account.
Team members can actually assign appointments or todo's
to other members of the sales team.
Complex Selling
In the solution selling that has become more and more a
requirement for Digital to be successful, we find ourselves
selling to more than one buyer. Who are the buyers? What
are their buying criteria? How well do our products or
services meet the account's needs? How do we compare with
what our competition is selling? Who is the competition?
What are the red flags associated with this project or
opportunity? What are our own strengths that we need to
emphasize?
Information relating to the above can be recorded, and
modified over time as the situation changes.
Sales Cycle Tracking
What are the defined steps of the sales cycle that need
to be tracked? Which opportunities/projects are in which
step?
Some available applications are now being built to address the third
feature above, but very few are attacking the first two, which many of our
own larger customers, and to a great extent, Digital itself, is finding
itself in need of today. One of those solutions is called OUTCOME. Our
Practice has been involved in bringing this application into the VMS/Rdb
environment. We're working with a recognized 3rd party, NPRI. Digital and
NPRI have a MIDAS agreement to sell OUTCOME.
End users would be on PCs and would access (i.e. dial up) the server to
sychronize the database with that on the PCs and receive new information
back. The server is used for the complete database, application management,
and management reporting. The product is in QA and should escape Digital
clutches in Q4. I'm currently using the client on a Digital 320P notebook
PC.
A glossy brochure has just been completed and can be ordered by referencing
part number BC-F1729-66. (I can send you one if you can't wait for your
order.)
The Practice will be at DECworld 92 and will be showcasing OUTCOME. Please
call any of us in the list below for more information. We'd be glad to
visit with you and your account. If your account is interested in
automating their sales force but are not anywhere near the point of product
selection or product requirements, then we also have consultants to assist
in this process.
Please call any of the following for more assistance:
George Gamble @ALF DTN 385-2832
Lee Thornton @OPA DTN 393-7508
Larry Gilbert @ACI DTN 474-5172
Tim Gaston @OPA DTN 393-7397
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