SalesSoft

Inc.
Marketing
Assignment

Group 3

Members

Aditya Sood 2013PGP020

Nupur Sahni 2013PGP263
Salil Aggarwal 2013PGP338
Sruthi Thomas 2013PGP402
Sudhir Singh 2013PGP407
Vivek Devaraj 2013PGP450
Question 1) What is the value / benefit to the customer offered by various products? how does
that help decide the price?

Contact Management Systems CSAS (PROCEED) Trojan Horse

Allows user to maintain access
and update details of customers
Easy to use and install
No customization required
Comprehensive product covering
sales, service and marketing
departments
Improves accuracy of forecasting
Reduces representative turnover
and retraining costs
Leads to more effective
management of sales process
Decreases paperwork and
reporting time thus improving
account planning and customer
service
Effective and timely distribution
of sales leads and marketing
literature to field
Even though expensive but
enhances sales performance
Reduces Sales Cycle time by 5-
8%
Better and timely competitive
information updates
Reduces start up time for a new
sales representative
Helps in campaign management
with automated telemarketing,
direct mail and advertising
campaigns
User-friendly product for sales
department
Anticipate any shortfall in sales
Manage performance gaps in
advance
Archiving data over time
Track and review previous wins
and losses, associated sales
activity, and competitive
behavior
Opportunity assessment and
management system to improve
sales-force performance
Less Expensive compared to
PROCEED
Reduces Sales Cycle time by 2-
3%

PRICING DECISIONS

1) Since CMS is a simple database to manage customer contacts, the level of service provided is not very
high. Consequently, the price of a CMS is low, $400 per user. With the advent of advanced systems like
CSAS and Trojan Horse, the price will only decrease further.

2) PROCEED is a CSAS that provides an end-to-end solution encompassing the sales, marketing and
services departments. The range of CSAS software is from $1250 to $2400 per customer. PROCEED can
be priced at the higher end of the spectrum since it offers a greater degree of customization: vendor-
oriented, customer-oriented and third-party oriented, whereas others offer only a subset of these.

3) Since Trojan Horse is a subset of PROCEED in terms of functionality, its price will be lower, in the
range of $500-$1000 per customer. It is much more advanced than CMS softwares and also meets a very
specific customer need for which there is currently no offering in the market, Trojan Horse can be
charged much higher than CMS.
Question 2) What is the Decision Making Process[DMP] & Decision Making Unit[DMU]?

DECISION MAKING PROCESS FOR

PROCEED
Step description Players involved Duration
Realization by senior Senior management of potential
management customers (Head of sales,
marketing and service)
Evaluate the potential to Sales automation consultants 3-4 months
automate existing processes and
to specify the order of functions
to be automated
Interdependence between Sales automation with support 2-3 months
different functions to be of customer consultants systems
automated department
Type of SA software and Sales automation consultants 6-8 months
hardware to be purchased
Pilot test the CACS after n.a. 3-5 months
customization
Modify CACS software in Feedback from the pilot test run 3-4 months
response to feedback from the on customers
pilot test
Full scale roll out n.a. 4-6 months
Total Implementation time 21-30 months

TROZAN HORSE

Focus only on sales as compared to Proceed.

Sales time = 7-10 months as against 21-30 months for Proceed.
Minimal customization required
- Required only changing of names and number of segment
- Reduced cost of customization
No partnership requirement with other firms or SA consultants

DECISION MAKING PROCESS FOR

TROZAN HORSE
Step description Players involved Duration
Realization by senior Senior management of potential
management customers (Head of sales)
Evaluate the potential to n.a. n.a.
automate existing processes and
to specify the order of functions
to be automated
Customization n.a. n.a.
Total implementation time 7-10 months
 DECISION MAKING UNITS FOR PROCEED

Initiator: Senior
Management
(Heads of Sales,
Marketing and
Services)

Users: Sales Team,

Buyers: Senior Marketing Team,
Management and Services Team and
SA Consultants Managers, Senior
Management

Decision
Making
Units
Influencers:
Approvers: Senior Senior
Management Management, SA
Consultants

Deciders: SA
Consultants,
Customer's
Information
Systems
Department
 DECISION MAKING UNITS FOR TROJAN HORSE

Initiator: Sales
VP

Users: Sales
Buyers: Sales Representatives,
Team Sales Managers,
Sales VP

Decision
Making
Units
Approvers:
Influencers:
Senior
Sales Managers
Management

Deciders: Sales
VP
Question 3) What are the potential customer migration paths?

CSAS
A comprehensive solution provider which provides sales,
marketing and service personnel solutions.
Primary objective is to reduce cycle time and enhance
productivity.

Sales Soft Action systems Golden Sales Book Systems

(PROCEED-$2400) (Heatseeker-$1250) (SalesBook-$1250)

Sales Technologies Saratoga systems Penultimate

(SNAP for Windows-$2000) (SPS, Windows Version-$1250) (Sales force-$1300)

TROZAN HORSE
A system that offers more than CMS but reduces the extra
functionalities of CSAS. TH helps manage only the sales pipeline
better.
Assists in Revenue planning, Inventory management, HR
development and Capital budgeting.
Orders won and lost can be reviewed. Salesperson performance
can be reviewed and selling cycle reduced.

CMS
MICROSOFT LOTUS Network of CMS vendors
(PROCEED) and potential of up
gradation of product