Customer Case Study: Global Software Company Streamlines Sales Pipeline Process

Business Problem:

A major Software company has sales representatives across the globe. These representatives must provide sales pipeline information on sales leads, status of active sales cycles and projected consulting service revenues to corporate headquarters on a weekly basis. This pipeline information provides the detail information required for this firm to make informed decisions about sales strategies and resource allocations to these active sales cycles in order to maximize revenue opportunities.

Old Process:

Prior to SecureSheet™, each sales representative would load forecast data into their own spreadsheets. These spreadsheets would then be emailed to the corporate sales office where they would be consolidated into a master spreadsheet and then organized and printed into a sales pipeline report. Since this data came from different location and in different formats, it was very difficult to consolidate the data into a common structure on a timely basis. The reports typically contained out-dated or incorrect information.

New Process:

Now, with SecureSheet™, each sales representative logs into a common Sales Tracking SecureSheet™ over the web and enters new and updated sales forecast information for their accounts. This information is automatically consolidated and spread over user-defined time periods. In additions, this company also uses the “view” capabilities of the SecureSheet™ to sort and filter the data into various reports to help better understand the information. This information is then reviewed at a weekly sales meeting by the sales and executive management team.

Benefits:

By implementing SecureSheet™, this customer has achieved significant improvement in their forecasting business process. With this improved process they now have seen:

• Improved forecast accuracy

• Better allocation of resources

• Streamlined sales management process