March 18 by Ross Warnlof
When online dollars are up for grabs, faster, nimbler companies who respond instantly to market demand are running circles around bigger, slower moving competitors. Those who anticipate changes in the market and react quickly gain a distinct advantage – and those who don’t get disrupted. In a world of full of technology, digital trends are dramatically influencing the way we do business and the way we live, allowing for greater operational agility, innovation and customer value.
This year, we are seeing sales teams react to their shifting business needs by reconstructing their sales processes with Quote-to-Cash (QTC) toolsets, allowing them to reach their customers faster and more efficiently. Not only are these sales team reacting more quickly, they are driving revenue and enabling their organizations to run leaner and smarter.
To get an accurate picture of how sales teams are leveraging Salesforce, we surveyed over 1,500 global Salesforce customers; their areas of investment, pain points, and future roadmaps.
So, where are the best sales teams investing?
2016 Focus Areas:
Increase in eCommerce
Increase in Quotes & Orders
Increase in Contract Management
Ahead of their upcoming webinar on the same topic, Raymond Juarez, Apttus Practice Director at Bluewolf, sat down with Kent Perkocha, Chief Customer Officer at Apttus, to discuss how companies are reacting to the new sales technology landscape:
Q&A With Bluewolf and Apttus
Raymond: There are really two areas; the first is an improved ease of doing business. The most important touchpoint with a customer is that first commerce interaction. The best companies are building a seamless commerce experience regardless of channel.
The second big effect is that multiple channels extend the reach of your direct sales team, broadening and standardizing your funnel. eCommerce and Partner Commerce technologies are allowing companies to directly interact with potential customers with an actionable first step – the transaction. The QTC vision is improved ease of doing business plus improved interactions with customers.
Raymond: Companies want a single source of customer truth. With Salesforce, all the data is right there. Plus, apps built natively on Salesforce offer the unique advantage of easy integration so you can respond to your market with new products in just a few clicks. Of course, the beauty of a platform is it’s easy to build from. If you’re already engaging your customers with products and pricing held in Salesforce, turning on multi-channel commerce can be relatively light lifting.
Kent: What are some of the ways companies can prepare to add multi-channel commerce to their existing sales process?
Raymond: Omni-channel capability is really only step one. Organizations who are going to lead their industry need a Quote-to-Cash strategy that works in concert with other apps because, again, customers expect the seamless experience of being able to buy, upgrade, receive customer service, and stay in touch with a company all through their channel of choice.