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Sales Soft Case Study

Salessoft is deciding whether to focus on marketing their PROCEED product or Trojan Horse (TH) product due to limited sales force. PROCEED is a comprehensive sales and marketing software but has a long selling cycle and incomplete product. TH has a faster sales cycle, broader industry applicability, easier use for sales, and no customization needed. It is also less expensive than PROCEED. TH is expected to increase closed sales opportunities, improve sales performance metrics like cycle time and turnover, and enhance sales performance overall.

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Naina Agrawal
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559 views

Sales Soft Case Study

Salessoft is deciding whether to focus on marketing their PROCEED product or Trojan Horse (TH) product due to limited sales force. PROCEED is a comprehensive sales and marketing software but has a long selling cycle and incomplete product. TH has a faster sales cycle, broader industry applicability, easier use for sales, and no customization needed. It is also less expensive than PROCEED. TH is expected to increase closed sales opportunities, improve sales performance metrics like cycle time and turnover, and enhance sales performance overall.

Uploaded by

Naina Agrawal
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PPTX, PDF, TXT or read online on Scribd
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Salessoft

-GROUP 8

Problem Overview
Launch TH or Go ahead with PROCEED
oNot Enough Sales force to market both
oLow PROCEED Sales
oLoss of Customers to TH

PROCEED
Advantages:
A CSAS High end comprehensive product: Sales, Marketing

Ease of Use Windows, Mail Integration


First mover advantage
Disadvantages:
Incomplete Product
Long selling cycle
Less Sales

Trojan Horse
oFaster sales cycle as compared to PROCEED
oLarger scope of industry

oEase of use For sales


oNo dependence on consultants
oNo customization needed
oFew Decision makers
oLess expensive

PROCEED

TROJAN HORSE

Comprehensive product as a problem


solver

Easier use of product; user friendly for


sales to use

Having significant benefit for investment


including :

1. Review expected closed sales


oppurtunities
2. Increase the probability to close them
on time
3. Anticipate any shortfall in sales and
manage the performance gap in
advance
4. Archiving data over time

1. Reduction in sales cycle

2. Reduction in start-up time for a new


sales
3. Reduction in sales rep turnover

Enhances sales performance

Less expensive

Refer to calculations in Excel sheet

Organizational Buying Behaviour

Buying Cycle
oProblem Recognition: Senior Management - CEO, CFO, VP Sales, VP Marketing

21-30

oGeneral Need Description: Potential for Automation SA ( Consultant)

3-4

oProduct Specifications: Hardware and Software selection, selection of automated


functions Senior Management, SA

2-3

oSupplier search: Best Supplier search- SA

6-8

oAcquisition and Analysis of Proposal Senior Management( suggestion by SA)

--

oSupplier Selection: Final decision on supplier- Senior Management( suggestion by SA) -oSelection of Order routine: Pilot testing Sales Rep, SM

3-5

oPerformance Review: Feedback from pilot testing- SM

3-4

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