- How is SAFARI different than my current proposal tools?
- How is SAFARI different than current installed base resources available to the sales team?
- What is the burden to implement?
- Is this a one hit wonder?
- Can I measure results?
- Will the sales force engage and use the tools?
- Does SAFARI have value in my large established accounts covered by dedicated sales teams?
- Will SAFARI work in a channels model?
1. How is SAFARI different than my current proposal tools?
Most tools require the sales person to bring the data to the tool. The user performs the input process and receives a detailed document. This type of tool is indeed valuable but typical has a high burden to the sales and engineering team to collect and pre-process the installed base information. It is not uncommon for this type of tool to consume 2 to 5 man days of effort.
SAFARI analyzes each installed system and upon finding a workable upgrade solution prepares the proposal. The sales person spends their time reviewing proposals instead of doing data collection and data entry. Typically SAFARI will identify multiple upgrade solutions to a installed system. Your engineering time may be better used reviewing the possibilities versus grinding numbers.
2. How is SAFARI different than current installed base resources available to the sales team?
Most resources are general in nature. This customer has this list of equipment. This marketing promotion applies to upgrading from system A to system B. These type of resources are helpful but require the field sales team to do the detailed work to convert data to actionable intelligence. The difference is that SAFARI works at a detailed level, this customer with this serial number going to a specific new system configuration.
Compare the following:
- Installed base report showing end user has 300 systems
Versus
- There are 25 selling proposals with opportunities to upgrade 100 existing systems to 35 news systems with a net revenue value of $5,500,000 providing a performance increase of 150%
3. What is the burden to implement?
By outsourcing to Sales Analytics, we off load almost all of the effort from your resources. We work independently at our own site. The sales person accesses the proposals via our sales portal, SafariGuide. By offering a turn key approach we can fast track the implementation. During the two analysis phases we require the assignment of a project champion to arrange for us to collect the data we require. After there is an agreement to rollout SAFARI to the sales organization, the champion’s roll expands to planning and executing the rollout. The typical sales team training session can be an hour.
4. Is this a one hit wonder?
No, the SAFARI process is a sustainable installed base business strategy. Your installed base is continuously aging which provides new upgrade selling opportunities. Using Moore’s Law as a guide, a three year old technology is two generations behind your current products. As warranties expire and service cost increase the support burden becomes more expensive to your customers. At this point in the product life cycle SAFARI continues to provide upgrade proposals.
5. Can I measure results?
Yes, but like every other field sales program attention must be paid during the rollout planning. We offer a survey tool on the sales portal, SafariGuide, to collect feedback from the users. The sales team can also mark deals for the pipeline and download deal information to a local system. This information could be added to your internal systems. The sales portal, SafariGuide, has reporting capability on the utilization by the sales team. Orders are the ultimate metric.
6. Will the sales force engage and use the tools?
Yes, many will. We suggest positioning SAFARI as a foundation component in your installed base sales program. Making the selling proposals available when the sales team is ready is the key to success. For example, a sales person with a full funnel who is working on 6 or 7 deals may have no current desire to add new sales opportunities to their pipeline. As these deals concluded and the pipeline is empty interest in SAFARI peaks.
7. Does SAFARI have value in my large established accounts covered by dedicated sales teams?
Yes, by the nature of your sales investment you most likely have a large installed base of systems. While your sales team is with the customer each day, there can be a focus on the customer's agenda. SAFARI is a major productive tool to the account teams. By reviewing the available upgrade proposals the account team can identify major cost savings opportunities hence driving more sales. For example, by identifying a situation where the customer could consolidate 25 systems to 5 new systems you will certainly gain the customer's appreciation. The SAFARI benefit is the identification of this sales opportunity without any initial work by your account team.
8. Will SAFARI work in a channels model?
In fact using channel partners with SAFARI is a major sales accelerator. The system allows your sales managers to add channel partners into their sales hierarchy and to assign them specific customers, by site. The channel partner can be provided with their own logon to the system so they may proceed at the own pace. The channel partner is limited to only viewing information related to the specific assigned accounts. The channel partner is motivated to call on the customers since there are specific detailed selling opportunities. This approach also provides an excellent re-entry into accounts where sales coverage has been variable. The channel partner is armed with an excellent value proposition to offer the customer.
