1. © 2002 eSP Visibility

2. © 2002 eSP UnderstandDesign Measure ManageOptimize Sales Process $  $$

3. © 2002 Sales Process Flow 7 Days 5 8 25 Days 5 10 Days 15 Days 20 Leads  16  14  10  4  2  1 Customer 1. New Leads 2. Research 3. Contact 4. Determine opportunity 5. Discover details 6. Design and present offer 7. Negotiate and close

4. © 2002 Shape and Velocity Conversion Ratios What are the implications?

5. © 2002 CRM Offerings Comprehensive contact management Opportunity management with no concept of change Reporting – not user friendly “After the sale” analytics No forward visibility Forecasting that is seldom used Technology focus

6. © 2002 Sales & Marketing Needs How can I impact results? Access to information on demand Insight into opportunity movement Knowledge of pipeline and forecast change Forward visibility Shape and velocity of the sales funnel There is a huge void between the technology-driven supplier vision, and the business-driven needs of the user. Joe Galvin – Gartner Group

7. © 2002 Sales Management Needs Spreadsheets Ad hoc Reporting Whiteboards CRM Offerings Bridging the Gap Pipeline Change Forecasting Opportunity Movement Shape and Velocity Forward Visibility

8. © 2002 Sales Management Needs Pipeline Change Forecasting Opportunity Movement Shape and Velocity Forward Visibility CRM Offerings Bridging the Gap eSP

9. © 2002 eSP Differentiation Dashboard approach that simplifies complex analytics Tracks all important changes for every opportunity over time Ability to understand both the shape and velocity of the sales process by step Comprehensive, flexible forecasting Forward visibility through sales projections for any product, market, or territory Historical performance tracking with closed loop optimization Works with any CRM system – rapid deployment

10. © 2002 eSP Benefits Accountability Discipline and reinforcement Improved use of CRM and methods More accurate forecasts Increased forward visibility Immediate answers to “unanswered” questions Value to the sales force

11. © 2002 eSP Demo

18. Leads are not moving through qualification! Only 3% of my leads are getting qualified! It’s taking much more time than expected to do proposals!