Most tools require the salesperson 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 typically 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 each time the tool is employed.
SAFARI analyzes each installed system. Upon finding a workable upgrade solutions, SAFARI automatically prepares the proposals. The salesperson spends their time reviewing proposals instead of doing data collection and data entry. Typically, SAFARI will identify multiple upgrade solutions to an installed system. Your engineering time may be better used reviewing the possibilities versus grinding numbers.
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 types 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. That is, installed systems are dealt with at the serial number level and upgrades at the part number level. So rather than: “The installed base report shows that the end user has 300 systems” with SAFARI you have: “There are 25 selling proposals with opportunities to upgrade the following 100 existing systems to 35 new systems (configurations below) with a net revenue of $5,500,000, providing a performance increase of 150%.”
By outsourcing to Sales Analytics, we offload almost all of the effort from your resources. We work independently at our own sites. The saleperson accesses the proposals via our sales portal, SafariGuide. By offering a turnkey approach, we can fast-track the implementation. During the two analysis phases we require the assignment of a project sponsor to help us to collect the data we require. After there is an agreement to rollout SAFARI to the sales organization, the sponsor’s roll expands to planning and executing the rollout. The typical sales team training session can be an hour.
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 costs increase, the support burden becomes more expensive to your customers. At that point in the product life cycle SAFARI continues to provide upgrade proposals.
In addition, SAFARI provides ongoing value by reducing the age of the clients’ legacy base:
Absolutely. Sales Analytics offers a survey tool on the SafariGuide sales portal 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 SafariGuide sales portal has reporting capability on the utilization by the sales team so that the ultimate metric–orders–can be tracked.
Introducing new disciplines in the sales force can be a challenge. Sales Analytics recognizes this dilemma and has features in the SAFARI toolkit that will cater to everyone from the power user that wants to play with all the options (SafariPathfinder) to the rep who has no spare time, but still can’t make quota. For the latter, SafariTrak delivers customer-ready proposals to the rep with zero effort on their part. We recommend positioning SAFARI as a foundational component in your installed-base sales program, making the selling proposals available when the sales team is ready to use them.
Yes, SAFARI is a major productivity tool for these accounts in particular. SAFARI does what account managers will never find the time (nor the data) to do so that they are better equipped to serve their clients. With little to no effort, the account manager will have account-ready proposals for system consolidation, technology refresh, energy reduction, cost savings, special financing, etc. Every visit by your account managers will be a welcome one as they deliver the best value propositions your company has to offer.
Yes, 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 assigned their own log-on to the system so they may proceed at their own pace. The channel partner is limited to only viewing information related to their specifically 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 lackluster. The channel partner is armed with a steady stream of value propositions to offer the customer.