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A use case for implementing an Enterprise Social Network to help your sales team.
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Clearvale Use Case: Sales
Collaborative Team SellingIntranet Network
© Copyright 2009 BroadVision On Demand Inc.
Who Works for This Company?
• George is the VP of Sales at Sunshine Solar, a medium sized company that sells solar panels.
• The Sales team follows up on leads generated by Marketing and prepares quotes and contracts.
• Management tracks project milestones and individual tasks.
© Copyright 2009 BroadVision On Demand Inc.
What are the Sales Challenges?
• George and his staff find it difficult to get good sales leads, particularly in today’s economy.
• Challenging for sales people to find information they need when they need it.
• Sales people may not work as efficiently with marketing as possible, resulting in lost opportunities.
© Copyright 2009 BroadVision On Demand Inc.
Why Clearvale Instead of Web 1.0?
Web 1.0
• Time to close a sale lengthy due to lack of collaboration.
• Training materials reside in unknown locations; inconsistent team training because of multiple tools.
• Seasoned sales people’s experiences are not leveraged.
• Avenues to ask questions of a broad audience is limited or inefficient.
• Marketing and Sales do not always align their goals, resulting in an inconsistent marketing message.
• Transparency in processes do not exist.
© Copyright 2009 BroadVision On Demand Inc.
Why Clearvale Instead of Web 1.0?
Clearvale
• Collaborative tool shortens time to close a sale.
• Educational materials reside in a central location and exist in many forms. Informal knowledge exchange occurs between staff members more easily.
• Star performers share insights on blogs, forums and videos to help other staff members.
• Ability to post questions in a public but secure forum.
• Marketing and Sales goals are aligned; transparency because of Web 2.0 helps remedy any inconsistencies.
© Copyright 2009 BroadVision On Demand Inc.
When Can Sales Implement Clearvale?
• With Clearvale, George goes live quickly with no technical background or training. And he does not require the assistance of his Information Technology department.
© Copyright 2009 BroadVision On Demand Inc.
Who Else Works for This Company?
• Ted the sales manager manages sales reps.
• Fran is a sales representative and works for Ted. She follows up on sales leads.
• Megan is a marketing representative. She generates sales leads and prepares marketing materials for sales representatives.
© Copyright 2009 BroadVision On Demand Inc.
How Does Sales Do It?
Set Up Network• George goes to
www.clearvale.com and sets up a Clearvale network for the sales department. He invites his team to it by uploading a single file with staff email addresses.
• Employees upload their own photos and set up profile pages.
© Copyright 2009 BroadVision On Demand Inc.
How Does Sales Do It?
Create Communities• George asks Ted to
create a community for his sales reps.
• Ted creates a community called Nor Cal Sales Reps and invites sales reps.
• He creates a forum for sales techniques in the community. He also posts recent sales webinars.
© Copyright 2009 BroadVision On Demand Inc.
How Does Sales Do It?
Create Communities
• George asks Megan to create a community to store marketing material in a single location.
• She does this and makes it open so that anyone can join and access the materials.
.
© Copyright 2009 BroadVision On Demand Inc.
How Does Sales Do It?
Add Content• Ted creates a
DocuVault in his community for:– RFPs– Contracts– Proposals– Templates
• He uses the Event Calendar for project milestones.
© Copyright 2009 BroadVision On Demand Inc.
How Does Sales Do It?
Manage Projects• Ted uses TeamWork to
assign tasks. He creates a plan and assigns tasks to Fran:– Contact at least 100
leads– Schedule at least 20
demos– Close at least 5 deals
totaling $100K
© Copyright 2009 BroadVision On Demand Inc.
How Does Sales Do It?
Collaborate• Fran watches a webinar
on selling the product.• She gets a list of leads
from Megan and contacts each potential customer.
• She emails marketing collateral that she finds in the Marketing Collateral community to potential customers.
© Copyright 2009 BroadVision On Demand Inc.
How Does Sales Do It?
Collaborate• Fran isn’t sure how to
respond to a question from a potential client.
• She refers to a Forum on the sales community page to find her answer.
• She doesn’t find an answer, so she adds the question and receives an answer from Ted.
© Copyright 2009 BroadVision On Demand Inc.
How Does Sales Do It?
Collaborate• The client requests a
proposal from Fran.• Fran downloads the
proposal template from DocuVault and drafts a proposal. She saves it in DocuVault.
• Ted reviews and approves it.
• Fran sends it to her customer.
© Copyright 2009 BroadVision On Demand Inc.
How Does Sales Do It?
Track Goals• Fran marks her task
50% complete in TeamWork because she has only gone through 50% of the leads list from marketing.
• The next week when she finishes contacting all leads, she marks the task 100% complete.
© Copyright 2009 BroadVision On Demand Inc.
How Does Sales Do It?
Reward Employees• Ted checks his
TeamWork reports and sees that Fran completed all of her tasks.
• He creates a bonus plan to recognize those who meet their goals.
• He puts a message on the Community home page recognizing her effort.
© Copyright 2009 BroadVision On Demand Inc.
Sales After Clearvale
• Marketing and other teams help generate sales with more efficiency.
• Sales people collaborate in their Clearvale community and share information, thus helping each other close deals.
• Sales managers track progress of various deals through TeamWork.
• Because Clearvale is based on Web 2.0, IT has no tasks pertaining to managing the networks.
© Copyright 2009 BroadVision On Demand Inc.
Clearvale Advantages
• Provide a community for sales to collaborate on sales opportunities.
• Enlist other functional groups (such as Marketing and R&D) as the extended sales team.
• Consolidate sales tools in a single location.
• Track progress and recognize sales effort by using TeamWork.
• Manage documents by using DocuVault.