ACCELERATE YOUR PRE-SALES PROCESS FOR SMB SUCCESS SMB Info… · accelerate your pre-sales process for smb success long sales lead time ... accelerate sales quote order from 15 days
Post on 16-Jun-2020
1 Views
Preview:
Transcript
ACCELERATE YOUR PRE-SALES PROCESS FOR SMB SUCCESS
Long sales lead time
Inability to scale efficiently
Poor Customer Experience
High % of Fallouts and Rework
Many custom tools and handovers
No visibility of solution costs
Quote to Order
Lack visibility to existing and planned services
Inaccurate and unfeasible designs
Design and Feasibility
Error prone-manual handoff to fulfillment
No reserved resources
Fulfillment
Back and forth interactions
Mistakes in capturing requirements details
Sales and Qualification
FOR MORE INFORMATIONWWW.THEFUTUREISSMB.CO.UK
MEETING SMB CUSTOMER EXPECTATIONS IS A CHALLENGE
THE TYPICAL SMB SALES-QUOTE-ORDER PROCESS
SALES-QUOTE-ORDER > > > > > > ORDER TO ACTIVATION
GROWTH IN ICT SPEND
SMB IS FASTEST GROWING, MOST PROFITABLE SEGMENT
CASE STUDY: NA SERVICE PROVIDER
“SERVICES TAILORED FOR SMBS” IS THE SINGLE BIGGEST DRIVER OF PROVIDER CHOICE CISCO 2011
SMBS ARE BUYING MORE SAAS SERVICES
SMB ICT SPEND: 30%+ GROWTH IN 1 YEAR
SERVICE PROVIDER CHALLENGES IN THE SMB SALES LIFECYCLE
+3%
Enterprise (Corp)
Consumer
2015
$1,814
2011
$1,595
SMB Fixed Comms
SMB Mobile Comms
13%
11%
EBIT Margins
2015
2011
7% 9%
9%
10%
SMB Fixed SMB Mobile SMB
SMB
Growth
$248 $336
SMB
+10%
11%
6%
62%
60%
22%
21%
16% 19%
50% The percentage of SMBs that will spend more than 1/3 of IT budget on managed infrastructure services and cloud in 2013
88% The number of employees that use personal computing technologies for business; BYOD
82% The percentage of SMBs who would like their telecom provider to manage their on-premises equipment and ICT services together
Consumerization “The most significant trend affecting IT in the next 10 years.” – Gartner
of LATAM SPs report that >50% of their enterprise revenues come from SMB
- what U.S. cable operators take home of overall business telecom services
• 15-20 days – the Sales-quote-order cycle• 5 days to provide a quotation• Multiple handovers across multiple systems • 10% fallout• 30% rework
CSPs want to retain choice, but reduce cost to serve
16 10 5 14
14 7 4 9
SMB Market in 2011 = $34B
SMB Market in 2012 = $45B
Infrastructure as a Service
Web Presence and Web Applications
Hosted Communication and Collaboration
Business Applications
GLOBAL CSP ENTERPRISE REVENUE POOLS ($BILLION)
50%
4%
Revenue (per deal)
Cost to serve
Consumer
Corporate
SMB
ACCELERATESALES QUOTEORDER FROM
15 DAYSTO 5 DAYS
CREATEORDER
APPROVEQUOTE
CREATEQUOTE
TECHNICALDESIGN
CAPTUREREQUIREMENTS
CREATEOPPORTUNITY
MANUALWORK ON
~20 SYSTEMS
NOW DOWN TO
<10
NUMBEROF STEPS IN
THE PROCESSREDUCED FROM
20 to <5
REDUCEHANDOFFS
AND MANUALRE-KEYING BY
70%
59%*DISSATISFIED WITH
CUSTOMER SERVICE
57%*SERVICE PROVIDER UNABLE TO MEET
SLA TERMS
52%*RECURRING ORDER
PROCESS PROBLEMS
30%*ORDER FALLOUT
HAPPENS FAIRLY OFTEN TO ALWAYS
55%*WANT MORE SELF-
SERVICE AND EMPOWERING TOOLS
Average number of services per SMB is rising
1
4
7
2009 2012 2016 Source: Parallels SMB Cloud Insights™ (Global), 2013
And many others…
Web hosting
Hosted email
Instant collaboration
Online backup and storage
Web conferencing
Accounting
Support/ help desk
Online CRM Instant collaboration
Phone conferencing
Virtual desktop (VDI)
Payroll and HR File sharing
top related