Implementing SFA at Quantium Technology Essay

Quantium Technology (founded in 1989) was a modern technology firm that presented computer hardware and software pertaining to large businesses. It had cultivated to become a leading provider of enterprise servers and specific workstations which were known for their trustworthiness and reliability. Quantium was an enormous beneficiary of the dot-com boom, yet struggled following your bust as well as the recession. In 2004, Anne Rothman was your new Business Vice President of Global Sales and she experienced that sales force automation was one of Quantium’s biggest difficulties.

There were several problems with the present SFA computer software solution Siebel Sales. Sales representatives were abandoning the system, sales managers were stressing that the product sales pipeline data was not accurate. The system did not appear to be increasing win prices or reducing the revenue cycle as you expected. After the internet bust, competition had commoditized the storage space market by providing cheaper computers that were final the overall performance gap.

Quantium moved coming from being a merchandise company into a solutions business. The revenue reps had to adjust by simply focusing on business issues and business complications instead of technological features. Likewise the team offering approach was not quite successful. Sales managers and organization executives lamented that they did not have reliable information on the corporation sales pipe. To rectify these concerns, Rothman began interviewing the folks associated with execution of the SFA program.

SFA was likewise the core of many CRM applications. The main element SFA components were chance management and sales foretelling of. Siebel was selected while the SFA software to be implemented.

This was implemented with the help of IT professionals and assistance from IT consultants and program integrators. The IT group was forced to deliver the perfect solution while there were variations as to whether to implement the normal product or perhaps its customized version. An exercise program was implemented to get the entire sales representatives and managers up to speed within the new SFA tool.

While the system had been rolled out and put into procedure, performance concerns emerged through the field and it was connected with Quantium’s existing outdated technology infrastructure. The sales reps especially experienced a lot of problems and were not wanting to use the program with a steep learning curve. Rothman gone over the good SFA setup as well as the current status.

This wounderful woman has identified the implementation faults and has to find a solution to make SFA work at Quantium.

Tweet