Vous êtes sur la page 1sur 22

Powered by Bilytica

w w w. e r p i st o . co m

Bilytica An Introduction
Services Vertical
Business Intelligence & Analytics
Enterprise Data-warehouse & Information Management
Advanced Analytics
Big Data Services
ERP Consulting and Implementation
Enterprise Mobility
Custom Business Applications Development

Products
ERP Product:

Corporate Summary
Application Solutions 40+ Enterprises

110+ Technology Consultants


45+ Associates In Enterprise Application,
Mobility and Info Security Solutions

75+ Associates from BI & DWH Background


DWH & BI Solutions to 50+ Enterprises
Company With 150+ Staff
Local Offices

Erpisto ERP (with Alerting and complete Analytics)

CRM Product:

Erpisto CRM ( Cloud CRM on Web and Modern Mobile Application )

w w w.bilytica.com

Top Clients and Partners


Clients

Partners

Erpisto ERP- Smart Alerting and complete Analytics


Erpisto ERP Suite

Erpisto ERP Simplify Your Business Operations through its built-in best business practices. Erpisto ERP Suite is facilitating companies to take full
advantage of the new market opportunities to increase the revenue in a highly competitive business environments. . Erpisto ERP is a global business
solution that offers agility and flexibility needed to support strategic decisions and lean out the wasted processes. Erpisto ERP Suite minimizes the
complexities of traditional ERP solutions and can be implemented in a shorter time span. Erpisto can be easily customized to meet the customer specific
needs that emphasize on collaboration, responsiveness and complete ease of use. Erpisto gives comprehensive sets of functionality with its user friendly
interface and flexibility to run in the cloud which enables clients to inspire innovation and give quick response to challenging business environment.

Company Focus in Dynamic Business


As companies continue to search for new ways to grow revenue, reach new customers, and better serve existing customers, they must focus the sales function to
deliver on these strategic shifts.
Firms that successfully meet this challenge often do so by aligning winning strategies with the right internal and customer facing sales processes. This alignment
drives proper governance, it utilizes technology as a differentiator, and it enables the cross-functional coordination required to act fast and capitalize on
opportunities.
Companies should focus on improving their Sales Processes to create:

Standardization of activities in how products and services are delivered

Leverage of existing technologies and tools for productivity

Faster go-to-market capability for new products & services

Improved cycle-time from Lead generation to collections thru to commissions

Significant reduction in the Cost of Sales

Re-designing the sales process ensures consistency in how customers and partners experience a firms brand and its people

Implication of Sales Process


Strategy decisions to capitalize on market opportunities often cannot translate fast enough into the tactics needed to reorient business processes because
sales models are complex.
Simple Sales Model

Complex Sales Model

More
Investment

Major &
Strategic
Accounts

59
Geos

Gap
Mid Tier Customers
Distributor Partners

61 RSMs
$75k
$30k-$50k

Less
Investment
Big Customers

Sales
Model
Lower Market

Non-Customers

& SMB

The Sales process describes the


What and How in fulfilling demand
and delivering a customer experience
for a firm.
Illustrative Sales Process
Processes are the Nerve Center of a sales model and stand in the gap between opportunity and stagnation

Erpisto CRM Cloud CRM on Web and Modern Mobile Application


Erpisto CRM

Erpisto CRM is a fully integrated world-class customer


relationship management solution that enable growing
businesses to improve the way they record, track, and
access key marketing and sales information so they can
achieve new levels of business success.
Erpisto CRM provides detailed view of the entire
supplier, customer or partner relationship irrespective
of position in the customer lifecycle. Erpisto CRM
solution helps in maximizing the customer information
and broadens scope of the data to everyone within the
organization and to stake holders through the complete
delivery of essential customer data to workers wherever
necessary.

Erpisto CRM Sales Process


A Sales Process is a model or framework to improve pipeline visibility, performance management, drive sales execution, and form the foundation
for selling discipline.
Sales Process Phases

Lead
Generation
The set of activities
an organization uses
to find potential
buyers with a
qualified interest in
a certain product or
service generally
following Demand
Generation
Activities conducted
jointly by the
Marketing and Sales
Organization.

Opportunity
Management
The set of activities
that relate to the
tracking and
monitoring of sales
opportunities and
sales prospect
information. Each
sales lead can be
tracked with
information such as
source, type,
worth, status,
likelihood of
closure etc.

Quote to Order
The set of activities
that describe the
individual seller or
selling teams subprocess activities
that move
opportunities and
sales prospects
further to closing.
The classic
elements of a sales
process.

Close to Cash
The set of activities
that capture all of
the steps necessary
to handle a closed
sale, billing a
customer,
delivering a
product or service,
and administering
the commission
payout process.

Service &
Relationship
Extension
The set of activities
that describe the
post-sale activities
from ensuring
fulfillment to the
customer to
planning and
assessing for the
next sale.

Classic sales processes such as objective handling & closing should be thought of as workflow level

Erpisto CRM Sales Process Optimization


Companies need to take an end-to-end approach in re-aligning processes to support a strategic objective.
Cross-Functional Involvement Across Sales Processes
Lead
Generation
Marketing, Sales,
Partners

Opportunity
Management
Sales, Sales Ops,
Partners, Legal

Quote to Order
Sales, Partners,
Legal, Finance

Close to Cash
Sales, Sales Ops,
Finance

Service &
Relationship
Extension

Sales, Marketing,
Finance, Services

Plan

Identify

Develop
Proposal

Sign
Contract

Execute

Execute

Qualify

Negotiate

Book/Ship

Assess
Performance

Product &
Service Plan
Development

Finalize
Contract

Invoice /
Commission

Plan

Specify objectives for

Sales
Identify marketing and
lead generation
opportunities
Conduct campaigns
and events
Capture potential
customers information

Research target

customers strategy
and target market
Estimate budget
Qualify opportunity
Determine sales
approach
Design
solution/product
Enter opportunity into
forecasting system

Develop Terms &

Conditions for proposal


Present proposal to
target customers
Negotiate price and
agree on Terms &
Conditions
Update opportunity in
forecasting system

Approve proposal

price, Terms &


Conditions
Sign contract
Close out opportunity
in forecasting system
Book the order in the
order entry system
Enter billing/invoicing
order in sales system

Follow-up on

solution/product delivery

Execute marketing and POS

plans (where applicable)

Invoice, bill and collect

Meet with buying team

(and identify / meet with


other key stakeholders) to
discuss changing needs,
product turn, forecast, etc.
Cross sell, up sell
Planning sessions

Erpisto Re-design Closes the Sales Process Gaps


New Responsibilities Address Process Needs

Typical Drivers
Complex solutions selling demands new skill sets and
talent pools

Prospective
Customers

New procurement processes are lengthening sales


cycles across industries
Increased diversification of go-to-market channels (web,
direct, telesales, distributor etc.)

Gap

Consolidation of customers increases pressure to


discount pricing

Current
Customers

Multi-influencer purchasing in an organization requires


wider sales engagement strategy & focus

Market
Market
Specialists
Specialists

Conversion
Selling
Conversion Selling

Unique
Unique
Salesforce
Sales Force

New Market
Selling
New Market Selling

Product
Product
Specialists
Specialists

Fulfillment
Fulfillment Selling
Selling
Current
Products/Services

Penetration
Penetration
Selling
Selling
New
Products/Services

Erpisto Re-Design Closes The Gap


Sales process re-design closes the gap at lower level work details for sales & customer facing roles
Lead
Generation

Opportunity
Management

Quote to Order

The set of
activities an
organization uses
to find potential
buyers with a
qualified interest in
a certain product
or service
generally following
Demand
Generation
Activities
conducted jointly
by the Marketing
and Sales
Organization.

The set of activities


that relate to the
tracking and
monitoring of sales
opportunities and
sales prospect
information. Each
sales lead can be
tracked with
information such as
source, type, worth,
status, likelihood of
closure etc.

The set of
activities that
describe the
individual seller or
selling teams
sub-process
activities that
move
opportunities and
sales prospects
further to closing.
The classic
elements of a
sales process.

Close to Cash

The set of
activities that
capture all of the
steps necessary
to handle a
closed sale,
billing a
customer,
delivering a
product or
service, and
administering the
commission
payout process.

Service &
Relationship
Extension
The set of activities
that describe the
post-sale activities
from ensuring
fulfillment to the
customer to
planning and
assessing for the
next sale.

End-to-End Sales Process current state


assessment

Executive
Mgmt

Commission
Technology

Approve*

Review

Review

Design

Review

Review

Plan Rollout

Review

Execute

Design and
Execute
Field Rollout

Design and
Execute
Field Rollout

Design and
Execute
Support Rollout

Input

Input

Design of Credit
Allocation Process

Review

Review

Design

Review

Design

Input

Input

Design of Calculation
and Payment
Process

Review

Review

Design

Review

Design

Input

Input

Design of Dispute
Resolution Process

Review

Review

Design

Review

Design

Input

Commissions Mgmt
(Prioritization/ Tradeoffs btw priorities)

Review

Review

Design

Input

Input

Input

Approve

Review

Execute

Execute

Process Execution

Sales
Operations

Commission
Czar

Commission
Strategy

Plan
Administration

Plan
Operations**

Plan Design

Input

Execute

Re-designed metrics, roles & responsibilities &


workflows

Future state process design

Erpisto CRM Sales Model Components


Sales Processes have touch-points and dependencies to other key business processes in and out of the Sales organization
Erpisto Sales Force Effectiveness Framework

Strategic
Inputs
Customers
Products
Pricing
Marketing

Channel
Optimization

Sales
Strategy/
Go-To-Market

Sales Process

Skill Building and


Development
Performance and
Incentives
Tools and
Enablement

Outputs
Analytics
Measurement
Reporting

Sales Adoption

SALES MODEL
COMPONENTS
Planning what you sell, who you sell Outlining selling activities, roles, and
responsibilities
to, and how you reach them
Determining the right mix of routes Motivating behaviors and driving
desired outcomes through rewards;
to market in the combined entity

Automating processes to maximize


customer facing time
Gaining performance insight with
timely and accurate information

Inventory

Support

Analysis

Customization

Security

Workflow

Web forms

Plugins

On Cloud

Marketing

On Premises

Sales

CRM Deployment Methods

CRM Architecture

Erpisto CRM Modules, Architecture and Deployment

CRM Modules
Erpisto CRM Sales
Erpisto CRM Marketing
Erpisto CRM Inventory
Erpisto CRM Analytics
Erpisto CRM Mobile

Erpisto CRM - Sales Module


Erpisto CRM provides your sales force, executives, and
management with sophisticated sales management functions
including:

Leads generation and management


Sales pipeline analysis and management
Sales stage and probability analysis
Quotes, Orders, Invoices
Competitor analysis
Real time sales forecasting
Convert Contacts to Leads and Opportunities
Sales Results

These features offer your business an opportunity to completely


focus on customer life-cycle including lead generation, acquisition,
conversion, retention, loyalty which finally increase sales revenue.

Erpisto CRM - Marketing Module


Erpisto CRM Marketing module offers:
Campaign management
Telemarketing
Both these features are used to generate leads,
contacts, and cases which are useful for integrating
your organization's sales and marketing activities.
In addition, Erpisto CRM campaign management
feature let you effectively plan marketing
expenditures and improve the quality of lead
generation process. Campaign management
integrated with leads and opportunities helps your
organization in measuring the campaign
performance and effectiveness.

Erpisto CRM - Inventory Module


Erpisto CRM extends beyond the traditional CRM
functions and supports complete sales cycle management
by integrating Inventory Management features including:
Products
Price Books
Vendors
Sales Quotes
Orders
Invoices
Erpisto CRM Inventory Management features let you
achieve seamless integration between pre-sales and postsales accounting activities in a single application. They
also let you procure goods or services from the selected
list of vendors.

Erpisto CRM - Analytics Module


Erpisto CRM gives you in-depth insights on
Customer Information and Progress
Product Sales
Store Operations Analysis
Customer Enrolment and Engagement
Marketing and Growth Analysis
Financial Analysis and Planning
Workforce Development and Management

Erpisto CRM Mobile


Erpisto CRM works best everywhere through
the Erpisto CRM Mobile Module as we have
designed Mobile Access to work across as many
devices as possible.
Contacts
Quotations
Active alerts and notifications
Work offline compatibility
Rich User Experience
Rapid, Easy Deployment
Web Administration
Mobile users can use their preferred device
which lets them work with a familiar interface
that provides a rich and satisfying user
experience.

Benefits of Erpisto CRM


Application Strengths
Client & Server Architecture
Middle Ware Manager
Load Balancer
Cache Manager
Service Oriented Architecture
Cross Browser Compatibility
Responsive Layouts
Analytical Layer For Dashboards
MVC Based Architecture
ORACLE Database

CRM Strengths
100% Customizable
Real time Reports
Business Intelligence Dashboards
Mobile Application
Active Alerts & Notifications
Location Intelligence & Mapping
Nearby Contact
Group Chat via Mobile App
Transactional Services for Field Sales Reps.

How Does Erpisto CRM Help You?


Complete information at your fingertips from
anywhere and at anytime
Sales Pipeline Management & Automation
Streamlining of your sales activities
Enhanced interactions and reduced
miscommunications
Completely agile approach in your customer
relationships
Better Customer Relations with informed decisions.

Why Erpisto CRM?


CRM on Cloud OR On Premises Deployment
No Need to invest in IT Infrastructure
Customizable Cloud CRM
24/7 Live Support
Advanced Analytics
Sales Force & Marketing Automation
Mobile CRM Access from Anytime ,Anywhere

Contact US
We would be glad
to hear from you.

Kindly send us
your comments,
Feedback and
Queries

South Asian Office


Building 305 Block F2
Johar Town Lahore,
Pakistan
Asia@bilytica.com

International Office

European Office
Matinaktu 3D, 92 Espoo,
02230, Finland
Europe@bilytica.com

100 St Kilda Rd Melbourne


VIC 3004 Australia
Australia@bilytica.com

Middle East Office


King Fahad Rd,
P.O. Box 231003 Riyadh 11321
Kingdom of Saudi Arabia
KSA@bilytica.com

w w w. e r p i s to . c o m

info@erpisto.com