Speck Design empowers its sales force by implementing CRM Software

26 Aug
2012

Read­ing time: 3 — 4 minutes

Speck Design is a prod­uct design and devel­op­ment firm. It is focused on pro­vid­ing full turn-key ser­vice to its clients begins with the prod­uct design phase all the way through in the man­u­fac­tur­ing process. Spe­cial­iz­ing in con­sumer, med­ical, telecom­mu­ni­ca­tions and indus­trial prod­ucts, Speck has devel­oped every­thing from toys and fur­ni­ture for com­plex, high-tech gad­gets such as. wire­less cam­eras, robotic sys­tems and tele-conferencing envi­ron­ments. Founded in 1996, has 35 employ­ees based Speck in its Palo Alto, Cal­i­for­nia cor­po­rate office and a fur­ther 20 employ­ees at its Shang­hai, China facility.

Chal­lenges

The sales process is Speck, not a sim­ple pro­gres­sion. With a wide range of clien­tele, rang­ing from small two-person start-ups to 20,000 employee For­tune 50 com­pa­nies, its sales processes can some­times take up to three to six months. They also include often more senior decision-makers within each poten­tial client orga­ni­za­tion. Specks man­age­ment real­ized the chal­lenges cre­ated by its com­plex sales processes was being exac­er­bated by the sales team had no for­mal way to track its progress with indi­vid­ual prospects.

Our main prob­lem was that we lacked a sys­tem­atic approach to our sales­peo­ple to ensure they had iden­ti­fied all rel­e­vant decision-makers, tracked down their brand mat­ters and should be noted, as had been dealt with,” said Peter Mills, Specks vice Pres­i­dent of busi­ness devel­op­ment. “We had often ver­bal dis­cus­sions about who these peo­ple were, and what needs to be done to get them on board with us, but none of this was to get reg­is­tered and some impor­tant infor­ma­tion, seemed to fall through the cracks.

This lack of vis­i­bil­ity in each team mem­ber sales pipelines also resulted in impos­si­ble for them to hon­estly assess where they were with each poten­tial client and estab­lish an appro­pri­ate procedure.

With­out a tool to orga­nize our sales process, there was no way for a sales­per­son really assess where they were with each poten­tial cus­tomer and decide where they should spend a lit­tle extra time to fill in any holes,” Mills added. “We really were not autho­rised our sales team to man­age their own pipelines in the way we wanted to.”

It was clear to the mills, the solu­tion to the chal­lenges Speck’s sales force stands for was cus­tomer rela­tion­ship man­age­ment (CRM) soft­ware.

Solu­tion

When the need for a CRM solu­tion was fully real­ized, his top choices nar­rowed Mills to three: Salsforce.com, land­slides and Avid­ian technologies.

The first and fore­most, I was look­ing for was a tool designed for sell­ing not for man­age­ment,” said Mills. “I did not want to bur­den them with some­thing they needed my advan­tage; I wanted some­thing, they want to use, because it could help them work more effi­ciently with clients. ”

With this point of view, he took his top three pick for the sales team and asked them as they would include, as they would hate and why. The answer, he came back was that they don’t want to learn some­thing new, and that Avid­i­ans hands down was the Prophet of the oth­ers, because it is built into Microsoft Out­look. Because the sales group was already using Out­look for every­thing from emails to tasks to the cal­en­dar, would the Prophet sim­ply adds CRM appli­ca­tion func­tion­al­ity they already use every day.

What puts Mills over the top to the Prophet was, how­ever, that in addi­tion to a cloud-based offer­ings such as those from Salesforce.com and land­slides, the Prophet Avid­i­ans was also avail­able in a can be found at, server-based edition.

Call me old old-fashioned, but I still think soft­ware installed locally on our own servers are faster,” Mills said. “And I did not want my sales peo­ple bur­dened with under

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