Sales Management Process Ppt

sales management process ppt

Times After The Erp Provider Of Business Intelligence Will Bring New Business Channels

Times after the ERP provider of business intelligence will bring new business channels

Business intelligence software itself, because the characteristics of products destined to the BI can not stand alone, bound to and ERP software, database software, or other industry applications together. Therefore, BI market in the promotion of SMEs and industry partners must be linked. ISV, SI is the best BI promoter, the traditional management Dell Inspiron 8600 Battery, there are advantages of channel partners. In the post-ERP era, business intelligence will also bring new opportunities for channel business.

Channel Marketing Difficult Problems

Previous high-end BI applications are relatively few have come to small and medium markets, so this market is now entirely different. BI vendors are not many, most are in the high-end, competition is relatively more adequate. In the SME market, basically do not focus on the company. According to market research data: 2009 business intelligence products in the market totaled 1.7 billion, compared with 2008 growth of 23%. Universal BI products which accounted for 50.1% of market share, gradually beyond the customized BI products. The main general-purpose BI user SMBs, customized BI is large corporate customers.

Marketing tool for the SMB market, Zou Bin told reporters: “The first thing most market promotion, marketing activities should be organized to tell the companies, ERP is not a panacea, and if there needs analysis, do the old thinking Statement second development, or lots of manpower in the excel in torment. there is a product called the BI, the special is to solve this problem. “

If a company has been using ERP for years, and the physical realization of the concentration data, that all data stored in ERP for Zhang Tao Headquarters. However, from the perspective of the Group Headquarters of the operational data for statistical analysis, such as product category Regional Sales Statistics Weekly, week of each agency must make their own ERP system from export sales of statistical reports, and then by product code to carry out statistics of different product category, organized into headquarters Xuyao the fixed template, after concentration to headquarters, According to different departments will set up a joint statistical hand causing a great deal of manual work. When companies want to change this analysis mode, the first thought is to find the original by the secondary development of ERP vendors to resolve. Dell Inspiron 6000 Battery, because of the complexity of demand, ultimately without success. Finally, the business intelligence technology, the only perfect solution to their problems.

To accomplish the above cases clearly resolve customer problems, channel partners are required to be proficient in ERP products, which also involved in the BI product marketing difficulties encountered in the process, the largest of which there are two difficulties, one the difficulties faced by the direct customers, channel partners, an encounter difficulties, the two are like two legs of marketing. In the face of the direct customer, the greatest difficulty is to see people in decision-making. Because BI is not facing the production staff, not accounting, not sales, but the direct decision-makers. As China’s national conditions, often very difficult to see the decision-makers.

“So our corresponding solutions is to try to not do direct Makes the direct sale to do very little. Womenzhuyao do Qudao, Women do not understand the customer, but the channel is to understand their customers, our focus Yezai channel here. Of course In doing channel, we also encountered some difficulties, our products have already broken through the bottleneck of traditional BI. our products out of customer data can immediately be able to see data processing results, in fact, solved a lot bottleneck problem. Our products are installed, you can use, so eliminating the need for the implementation of the steps are too easy to pre-sales. But for partners, or have some problems. If the partners do not ERP proficiency is also difficult to value our products to better inform customers. We conducted some training partners to strengthen the training of channel partners. “Zou Bin said.

Joint ISV Partners

The platform-based products and applications-oriented BI BI products, what kinds of different marketing model. According to UF Hua Miao Feng, general manager of the table, said: “UF BQ is a common BI technology platform companies, all independent software developers, system integrators, the future will be our partner, and now we have a strategy in this regard the. there is the strength of the information with software development centers, we can see it as an ISV, for him to do within the BI solution, we have divided it a few lines to the deployment of our marketing strategy. “

Independent software developers or system integrators, as HP pavilion dv9000 Battery as a period of training of trainers, will often do some of their own product development, because generally they are technical staff, very strong, can be based on platform-based products packaged BI solution integrated industry program.

Miao Feng introduced to, UF and ISV partners, OEM will be the main way in which the management software program to package together to sell, the marketing model for us is very simple, in general, is to focus on a particular industry partners, they are software developers, application in time to the customer to do to integrate our products into their original application which has been developed to become a module of their product, or part, then the use of their systems which go.

Now more and more like partners, so far, after I deal with customers have been no fewer than 10 potential customers, including Shenyang, Beijing, Nanjing, Guangzhou, have this kind of industry partners to find us, come with us on cooperation, we should integrate our products into, and even some that we can help you sell 10 sets or 20 sets of such cases.

Development of ERP force

As a representative of BI application type, Aowei Chi Bin Zou moving company, said: “Most of our partners come from the field of ERP. Because when they are in contact for some time ERP, ERP growth will find that there are certain difficulties . customer demand for data information is earnestly indeed exist, and they will use the secondary development to solve however, because custom development of replicability is not strong, so Ta Men are also seeking new Dell Inspiron 8000 Battery. “

ERP and BI advantage of the bottleneck is the ERP channel must be clear. “Faced with the customer is the most direct marketing tool, take customers to do presentation of data. We do not get PPT to talk to the customer concept, nor is it took a few pictures to show other people what to do, we directly extract customer data, to tell customers, BI in the enterprise based on existing data, which can give the answer? these answers have no use for you? “Zou Bin said.

When companies own all the data displayed in front of decision makers, he will immediately understand what is BI, BI What’s the use, in the end he need not need to buy BI. Management software sales, often start with ideas, advice again, so that customers good after that, but not start with. In fact, small and medium enterprises, we should very practical, to let them know what problems to solve, and can be implemented successfully. Why do Financial Software will sell? Why talk about Invoicing ERP will sell better? Why talk about a half-day human resources management, customer has just bought a personal matter management and salary management module? … … These are all good examples.

Therefore, channel partners, Zou Bin, said selection criteria are mainly two: First, originally engaged in enterprise management software sales and service, with customer base; 2, are willing to devote human resources to sales of Power-BI this Dell Inspiron E1705 battery.

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Times After The Erp Provider Of Business Intelligence Will Bring New Business Channels

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