怎样管理sales pipelineManaging the Sales Pipeline in Real TimeCRM.ppt
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1、Managing the Sales PipelineAgilent Restricted,October,2006,Page 1,Agilent TechnologiesOracle World 2006,Managing the Sales Pipeline in Real Time Electronic Measurement Group/Enterprise Programs OfficeAndy RobertsonBusiness Infrastructure ManagerOctober 25,2006,Managing the Sales PipelineAgilent Rest
2、ricted,October 2006,Page 2,Agilent Technologies,On Nov.1,1999,Agilent started operating as an independent company(spun out of Hewlett-Packard)Agilent Technologies is the worlds premier measurement company providing core analytical and electrical instruments to the life sciences,chemical analysis,com
3、munications,and electronics industries.The Company has two primary businesses:Electronic Measurement and Bio-Analytical Measurement.The Company currently has approximately 20,000 employees and serves customers in more than 110 countries.Agilent had revenue of$5.1B in fiscal year 2005.,Managing the S
4、ales PipelineAgilent Restricted,October 2006,Page 3,Communications/Electronics,Market Trends,Increased demand for high-bandwidth applications and servicesPressure to reduce cost and time to marketConvergence of technologies and functionalityIncreased system and device integration and miniaturization
5、Increased demand for mobile communicationsGrowing demand from communication service providers to efficiently and effectively manage the customer experience,Assurance Solutions Division(ASD),Managing the Sales PipelineAgilent Restricted,October 2006,Page 4,ASD Process/Infrastructure RoadmapIntroducti
6、on,Key ASD Infrastructure Objective:Manage the information systems portfolio and architecture to support the business model and key business/process improvement objectives of ASD within affordable financial constraintsKey challenges:ASD has a unique business model(software/services/support base)with
7、in the Agilent company frameworkAgilent enterprise level solutions did not support the ASD business model especially in customer facing areasAgilent level IT investment in 2006 was focused on company restructuring and on enterprise level support cost reduction ASD had very limited funds to spend on
8、developing the IT infrastructure to support the business model needs,Managing the Sales PipelineAgilent Restricted,October 2006,Page 5,Funnel/Forecast Tool for Agilents ASD BusinessProject Charter,Objective:Deploy a state-of-the-art CRM tool that provides ubiquitous access to real-time Funnel dataMa
9、rketing and Service/Support out of scopeTriggers:Multiple sales funnels existed(Product Division,Field,Business Dev etc)No drill-down detail available at WW level(just the regional numbers)Disparate categorization of the data(Sales stages,Product Lines,etc)No capability for analysis(to support more
10、detailed ROI,Planning,etc)Desire for a single leveraged Account/Contact databaseDesire for end-to-end understanding of Customer Engagement LifecycleFollow Deals from First Contact through Delivery&Support hand-off,Managing the Sales PipelineAgilent Restricted,October 2006,Page 6,Funnel/Forecast Tool
11、 for Agilents ASD Business Why Siebel CRM On Demand?,Requirement:Solution available now from low risk vendorRequirement:An affordable,low investment and quick/easy to deploy solution which can be extended in the future as requiredRequirement:A fully functional and flexible CRM solution which can be
12、configured to meet our selling model/process needsRequirement:Easy to use from a data entry perspective and flexible/powerful from a reporting/analytical perspective Requirement:A solution which can implemented with minimal involvement and engagement from Agilent IT(otherwise engaged)Requirement:A s
13、olution which conforms with Agilent level IT architecture and security guidelines for CRM applicationsRequirement:A solution which would leverage Agilent level IT strategy and take advantage of any existing supplier relationship,Managing the Sales PipelineAgilent Restricted,October 2006,Page 7,Funne
14、l/Forecast Tool for Agilents ASD Business Regional Involvement/Engagement,SponsorshipSales Force VP Executive SponsorAndy Robertson ASD Infrastructure MgrCore TeamGreg Ward CRM Operations,Project ManagerDistrict Sales Mgr Regional Champion USMajor Account Mgr Regional Champion USAccount Mgr Regional
15、 Champion LARDistrict Sales Mgr Regional Champion Europe Senior Account Mgr Regional Champion AsiaSales Admin Agilent Siebel AdminSales Admin II Backup Siebel AdminIT Engagement Agilent IT Project ManagerErin Wiesley Siebel Project ManagerAccount Mgr TesterAccount Mgr Tester,Regional Champion RolePa
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