So we are still in our earlier stages...a.k.a. freeware/cheapware mode. We sell a service...have about 40 customers in the pipeline right now, and about another 40 we are seducing.
We are finally hiring people (past the general counsel...that was the first necessity) to reduce the workload and responsibilities of us, the founding partners so that we may sleep. But with this comes a need to collaborate. I am handing off the lovely sales part of my job to someone but this takes time b/c I have the relationships and he has to come up to speed and get all the introductions.
We sell a fairly niche service relating to standards implementation in relation to OSS/BSS through SOA etc. So the sales cycle is a bit long. (I am trying give enough info so as to get the best answer here). We do not sell in bulk in other words.
So hopefully this is enough info.
I would like some suggestions toward a CRM/Pipeline management tool, something that we can pop on the web and will allow itself to grow with us. We need to be able to simply visualize where each deal is in the pipeline and the potential capital and scope for each project in order to project hiring etc.
Suggestions?
Thank you in advance.
We are finally hiring people (past the general counsel...that was the first necessity) to reduce the workload and responsibilities of us, the founding partners so that we may sleep. But with this comes a need to collaborate. I am handing off the lovely sales part of my job to someone but this takes time b/c I have the relationships and he has to come up to speed and get all the introductions.
We sell a fairly niche service relating to standards implementation in relation to OSS/BSS through SOA etc. So the sales cycle is a bit long. (I am trying give enough info so as to get the best answer here). We do not sell in bulk in other words.
So hopefully this is enough info.
I would like some suggestions toward a CRM/Pipeline management tool, something that we can pop on the web and will allow itself to grow with us. We need to be able to simply visualize where each deal is in the pipeline and the potential capital and scope for each project in order to project hiring etc.
Suggestions?
Thank you in advance.
posted by:
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Seattle
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Re: CRM - Pipeline collaborative tool
Thu, March 10, 2005 - 3:40 PMcheckout www.sugarcrm.com -
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Re: CRM - Pipeline collaborative tool
Thu, March 17, 2005 - 11:21 AM
Um.......what's it called......hmm......it's NASDAQ symbol is CRM...
I forget what it's called all of a sudden, but look up the company that has the symbol CRM and check them out. I believe it's reasonably cheap for licenses.
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Re: CRM - Pipeline collaborative tool
Tue, November 1, 2005 - 5:54 PMHire an experiencied marketing officer with a background in software sales.
Turn those 40 prospects and 40 leads into paying alpha or beta customers and get solid case studies documenting measurable VALUE that they got from using your software.
Figure out who your IDEAL customers are by segment etc.
Dial in on your cost per SALE conversion.
Leverage all success with partners and initial customers to get HIGH-VISIBILITY publicity and attract IDEAL CUSTOMERS in key segments.
At first, you might be able to use something like ACT! to track marketing/sales activities, but it's certainly not my favorite and depending on how you need it to scale, it may come up short in some ways (nice for sales team, marketing officer will need more).
You might also look at salesforce.com. Sweet tool all web-based, lots of options for growing with you.
Others I might recommend if I knew more about the specific situation.
Long sales cycle my ass, get someone who knows how to narrow that sales funnel and shut it down in minimal number of steps to increase profitability and build long-term relationships with clients and partners. It's all in the strategy that makes execution look easy.
You've got to set yourself up for success in the marketing strategy, planning and execution - and measurement, by hiring the right people. Skimp on the people or don't know what you're looking for and you'll always be catching up instead of leading. In one blink, your competitor will leap frog right past you.
[blatant plug - I happen to be a consultant specializing in marketing and sales wonders for start-ups, turnarounds and growth-stage companies, with a background in high-level software marketing/sales to C-level execs. Available in the US and abroad by the hour or by the project.]
enigma
rxprsxrs@gmail.com
