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What is the SFA that best handles the Lead process?
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3 Answers
Almost any decent SFA system will manage the lead process well in the beginning part of the funnel. The questions is: When does the funnel end?
Does it end when the rep stops working the lead or when the order is placed? Or does it keep going through fulfillment, renewal, and upsell? Do you want to automate order management and let reps place orders?
Then you need an SFA system with order management included.
Do you want your service and sales reps being able to view order status, inventory, fulfillment, customer issues, and the full customer transaction history? Do you want to enable your sales team to better understand t and manage commissions? Do you want your reps being able to use your SFA system to manage the renewal process? How about upsell and cross-sell?
If you want to do these things, you need a CRM system which includes order management and ties seamlessly with your back office systems - a business software suite.
Only 3 systems can do this: Oracle, NetSuite, and SAP. Oracle and SAP's solutions are on premise ERP systems with CRM modules added and NetSuite is a SaaS application.
Rob
I agree with most of what Rob says, but would like to add that EnterpriseWizard and SalesForce can also satisfy the above requirements. Both are available as SaaS applictions and EnterpriseWizard can also be purchased and deployed behing the firewall.
Thank you both, I appreciate it. Still looking at a dozen providers, but it helps to be sure how far we need to see into the lead. Thank you!
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