With Customer Relationship Management (CRM) firmly established as a central feature of the software platforms of many organizations, companies are looking for ways to use CRM data to further refine and improve sales efforts. The Ibhar Revenue Performance Management (RPM) solution uses analytics, customer data, and a suite of software tools to strategically enhance sales campaigns and help companies boost their overall revenues.

FACING THE CHALLENGE
The tasks involved in launching and maintaining major sales campaigns and promotions can tax the energies and drain the resources of businesses in a strong growth phase. The harsh economic realities of the market allow only two basic methods for improving profitability: a company can either reduce costs or increase revenues. Within this framework, businesses need tools that help them to measure the effectiveness of each dollar spent on sales efforts and compare the relative success of previous campaigns. Given this challenge, companies must find ways to overcome the primary obstacles to sound revenue management. These obstacles include:

• Coordination of the numerous tasks involved in mounting a new sales effort requires the latest-generation software tools and the capability to extract data from any of the systems in use within an organization, including the earliest legacy systems.

 

•Without a means to accurately gauge the success of previous sales efforts, no baseline can be established for analyzing the achievements of new campaigns and promotions. Visibility into the processes and results can make a huge difference in the potential success of future initiatives.

 

• Administrators and business leaders within an organization need a clear picture of revenue-generation trends to make effective business decisions and to determine which sales efforts are the most promising.

 

• Sales teams need tools to help them avoid duplication of effort, coordinate sales activities, and manage leads and contacts. Failure to handle these kinds of tasks successfully can result in lost opportunities and overall inefficiency within the sales department.

MEETING THE CHALLENGE
The RPM solution from Ibhar represents a coordinated approach to mounting sales campaigns that relies on current-generation analytics processing of sales trends and forecasts. Constructed in an environment that uses the familiar interface of Microsoft* Outlook*, the RPM solution simplifies the daily tasks performed by sales teams in the field and in the office, and creates a common framework for sharing sales data, trends, forecasts, and more advanced analytics that can be used to improve revenue generation.

 

The RPM solution can typically be launched inexpensively using the system infrastructure already in place within an organization. The CRM features built into the RPM solution make it easier to share contact and customer data throughout the organization without the need to invest in additional software applications. The RPM solution focuses on increasing revenues through a combination of new customer acquisitions and better efficiencies within the sales department.

 

FEATURES	BENEFITS
Built-in Coaching and Mentoring Features	Through a collection of software features that measure and assess the skills of sales force members, the RPM solution provides a framework for supportive coaching and mentoring—allowing senior staff members to pass their knowledge to junior staff members.
Program Organization Centered Around Revenue Enhancement	All of the tools and collaborative features of the RPM solution directly link to the goal of increasing revenues. By integrating the revenue-maximizing model within all aspects of the application, efficiencies can be achieved throughout the organization.
Support for Resource Deployment	The analytical tools help to identify market trends, as well as determine how to best apply existing resources toward the goal of greater profitability.

 

Key Modules

 
Opportunity Management
Opportunities can result from Leads or from existing customer relationships. These can be tracked through a sales process. In Ibhar Sales, opportunities are classified into various stages based on simple assignment or pre-configured sales methodologies such as Platforms (Mercuri International’s sales methodology).

Account and Contact Management
Information on the Account and Contacts for new as well as past leads is maintained in the system. These provide historical inputs for Leads that emerge from customer accounts. This provides a single point of information to Sales users to leverage Customers relationships and explore new business opportunities to up-sell or cross-sell products

Activity Management
Customer Appointments and their outcome can be recorded and tagged with opportunities to maintain a history of interactions.

Task Management
A collaborative feature which allows for tasks that need to be fulfilled either by Self or from another executive from the organization.

Sales Planning
A comprehensive multi-level tool for creating Sales Targets and tracking Actual sales achieved.

Effort Management
Setup and manage effort targets to users to maintain optimum levels of traction with the activities needed for customer acquisition, retention and growth.

Multi-Dimensional Analysis and Reporting
A series of out-of-the-box reports and analyses offer a quick startup. Specific reporting requirements are customized to offer a complete fit to the business processes.

Enterprise Integration with Back-Office systems
To leverage existing investments in Back-office applications such as ERP systems, Ibhar offers integration to create seamless flow of information such as order and invoicing information.

User level Integration with MS Outlook
User can access Ibhar Sales out of their MS Outlook with out-of-the-box integration to Calendar, Contacts, Tasks and Email.

Offline Usage for Occasionally connected users
Users can use Ibhar Sales while they are on the move and can then synchronize with Enterprise databases.