Improving opportunity pipeline of distribution channels for engineering products & services
BACKGROUND
opportunity leakages in channels
Improving opportunity pipeline of distribution channels for engineering products & services
Our client is a European organization, a global leader in providing rotating equipment solutions (products & services) for manufacturing industry. They have a well-established distribution channel in India with 130+ distributors catering to 20K+ customers across sectors such as Metals, Textiles, Energy, Defense, Automotive, F&B etc.
They have been using a customized application for tracking & managing the opportunities of their direct sales team, however they did not have an application suitable for use for their indirect team (sales reps on distributor payrolls).
Moreover the adoption of current tool by direct sales team was also low, leading to leakage of opportunities resulting in loss of potential business.
CHALLENGE
suboptimal pipeline management
Legacy application with limited adoption
- Unable to extend to channel which contributes to a majority of new opportunities generated
- Very limited channel generated opportunities were being captured, that too on an excel sheet.
- The usage of application with the direct sales team was also low due to poor UI.
- Designed more like a reporting tool rather than enabling the users to actively plan, manage & measure their effort on the field.
Absence of mobility platform
- Application was web based and the users were required to spend time away from customers to update their opportunities.
- Users did not have access to information on the go during their engagement with the customers / channel partners.
- The sales team found the entire application difficult to navigate & use. It was also time consuming and not scalable.
Limited to tracking Opportunities
- Application was used to only track opportunities did not have any other functionality.
- Did not track any lead indicators which would result in the opportunities.
- Did not enable the users to effectively engage with customers.
- There was no provision to measure the effort or productivity of sales reps.
Leakage in Opportunity management
- Most of the opportunities generated were by channel sales and remained in silos with them with little visibility to distributor management or channel managers.
- Due to high churn in sales rep at channel partner’s bulk of these opportunities were lost when people left.
- Even the follow up of opportunities captured and stored was difficult as it was stored in excel sheets.
SOLUTION
empower channel sales teams
Simple, intuitive UI: Driving user adoption
- Easy to understand and use for distributor sales reps thereby facilitating rapid adoption& high user engagement levels.
- Simple and easy templates ensure minimal reporting errors by users.
- Role based work flow enabling users to manage their activities efficiently.
Mobile first: Enabling the sales team on the go
- Bloomr works on web and mobile environments, enabling sales teams to work on the go.
- Team gets timely inputs improving quality of customer engagement.
- Sales team can input call reports on the go, saving considerable time & effort which was spent at the end of the day for reporting.
Customized and Collaborative
- The application goes beyond opportunity tracking with features to engage with customers, manage key sales processes and measure performance.
- The tool aligns users from client teams and channel salesforce to work collaboratively to deliver end customer value.
Quick Analytics: Insights on a click
- 16 interactive reports enabling users to gain insights on their customers, channel partners, business performance, opportunity pipeline, activities, productivity etc.
- Ability for the user to play around with the data cuts by applying relevant filters.
IMPACT
tangible results delivered
CONTACT
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