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Customer
Acquisition Management Overview
Sales and Marketing departments are under increasing
pressure to create cost and process efficiencies. Two of the most visible
products today that address efficiencies in the sales and marketing transaction
are SFA (sales force automation) and CRM (customer relationship management), but
they are simply part of the picture.Examining the relationship between
Customer Acquisition Management, SFA, and CRM is a great way to understand
Customer Acquisition Management.
The typical sales process in
simplified terms, as follows:
| Step |
Action |
Web Office Module |
| 1 |
You create your marketing |
Campaign Management |
| 2 |
You execute your Campaign |
| 3 |
A prospect responds |
Customer Acquisition Management |
| 4 |
The inquiry is captured |
| 5 |
The inquiry is screened and qualified |
| 6 |
The lead is ranked or prioritised |
| 7 |
The lead is distributed to the correct sales channel, for assignment to
a sales representative |
| 8 |
Sales makes contact |
Sales Force Automation |
| 9 |
Sales reports results |
| 10 |
Prospect is converted to a Customer, and sale fulfilled. |
| 11 |
Sale fulfilled |
Web Office Accounting |
| 12 |
Results are analysed based on source, etc. for marketing decisions |
Campaign Management |
| 13 |
All Customer related activities tracked |
Customer Relationship Management |
Full service Customer Acquisition Management is the
missing link, the vital business function that harnesses marketing energy, turns
more prospects into customers, and turns inquirer information into marketing
intelligence.
Features:
- Online lead capture, from your
website
- Assignment to a sales
representative
- Support for Lead, Prospect, Customers
- Work flow support for automatic progression between
types.
- Tracks prospect state.
- Industry weightings for each prospect state.
- Calculation and display of probability of sale.
- Opportunity Management,
including sales pipeline
- Assign customers to
sales or territory partners
- Track and calculate employee
or partner
Sales Commissions.
Benefits:
|
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Online lead Capture
Capture leads directly from your Web site into VillageMall leads,
using our Industry standard
Web Service API.
|
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Joint opportunity management
Partners have a complete view into all leads, prospects or
contacts which are assigned to them.
Coordinate activity between your organisation and the
partner channel with shared access to the customer activities and
more. |
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Integrated
Sales Contact Tracking
Track each of your customer's past activities, follow-up
activities, calendar events, appointments, account detail, lead sources,
opportunity detail, service calls, and more.
|
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Close more deals.
Complete visibility into your sales process enables each member of
your sales team to know precisely what the others are working on,
so they can collaborate to transform leads through sales prospects
into profitable customers. Teams across your organization can
effectively work together to close accounts by scheduling events,
assigning tasks, coordinating meetings, flagging new
opportunities, and updating client account information. |
|
Seize all sales opportunities.
Because every lead is immediately recorded, and tracked through
the pipeline in real time, no opportunity is missed, and no
competitive challenge goes unnoticed. |
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Enable collaborative and consistent customer
management.
Real-time, company-wide access to detailed account data enables
you to facilitate collaboration between sales, customer service
& support, and marketing personnel.
|
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Online lead Capture
Capture leads directly from your Web site into VillageMall leads,
using our Industry standard Web Service API. Automatically send a
personalised response which is tailored based on information
supplied by the customer.
|
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Imports.
Easily import leads from offline sources such as trade
shows, seminars, and direct mail, eliminating manual data entry. |
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VillageMall® provides real-time reporting of current sales by customer or
partner, thereby ensuring complete control over the sales process.
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