Develop an IT Strategy to Support Sales
Bring Sales back to your side with a rock star sales technology strategy.
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The painful symptoms of misaligned sales and IT functions can result in:
- IT/Sales-independent application deployments with low return on investment.
- Lack of in-house resources to properly execute on Sales-IT initiatives.
- Poorly defined application maintenance processes.
- Immature vendor negotiation and project implementation capabilities.
- No steering committee or formal mechanism for Sales-IT collaboration.
A successful strategy for improving Sales-IT alignment and support can result in:
- Superior customer acquisition.
- Increased customer renewal.
- Increased revenue per customer.
- Deduplication of effort across sales divisions.
- Increased sales professional efficiency.
- Reduced cost-to-sell.
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Onsite Workshops offer an easy way to accelerate your project. If you are unable to do the project yourself, and a Guided Implementation isn’t enough, we offer low-cost onsite delivery of our Project Workshops. We take you through every phase of your project and ensure that you have a road map in place to complete your project successfully.
Book NowModule 1: The Benefits of Sales-IT Alignment
The Purpose
- Review of the importance and benefits of Sales-IT alignment efforts.
- Identify IT and business drivers and objectives.
- Define the future state sales business processes to support Sales-IT alignment.
Key Benefits Achieved
- Root causes of Sales-IT misalignment identified.
- IT and business drivers for Sales-IT alignment identified.
- Risks mitigation plan for Sales-IT alignment developed.
| Activities: | Outputs: | |
|---|---|---|
| 1.1 | Develop Sales-IT alignment guiding principles from IT and business drivers. |
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| 1.2 | Assemble the core Sales-IT alignment strategy team. |
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| 1.3 | High-level project scoping. |
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| 1.4 | Define future state sales business processes. |
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Module 2: Define the Target State, Review the Current State, and Identify Gaps
The Purpose
- Gain a systematic view of the current sales application portfolio.
- Understand the current degree of integration between sales applications and related IT environment.
- Understand the status of customer and sales-related data.
Key Benefits Achieved
- Functionality and integration capabilities of current sales applications evaluated in supporting current and future sales business processes.
- Posture towards key IT applications and systems architecture decisions developed.
- Root causes of data quality issues identified.
| Activities: | Outputs: | |
|---|---|---|
| 2.1 | Assess the satisfaction levels of applications from multiple perspectives. |
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| 2.2 | Evaluate the current state sales business processes. |
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| 2.3 | Develop an inventory of requirements for future state enablement. |
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Module 3: Build Solutions for Sales
The Purpose
- Learn about various sales-related applications and their best-fit use cases.
- Organize requirements into logical groupings.
- Identify opportunities to establish/improve on governance of Sales-IT alignment.
Key Benefits Achieved
- Knowledge gained with regards to which sales applications are required to support future state sales business processes.
- Potential governance structure to create ongoing synergies and collaboration between Sales and IT.
| Activities: | Outputs: | |
|---|---|---|
| 3.1 | Translate requirements into Sales-IT initiatives. |
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| 3.2 | Score and prioritize Sales-IT initiatives to place on implementation roadmap. |
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| 3.3 | Structure the Sales-IT alignment committee. |
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