Research of IT-sales process

We have been selling consulting and automation for quite some time now. And in recent years, associated with the sale of SAAS.
 
 
We communicate with different companies and compare how the sales process is organized in the food and service companies. We often get into arguments about the motivation of sellers, their workload, the necessary experience and education, the channels of lodogeneration, regulations and sales processes.
 
 
After several such disputes at the conferences, we decided to initiate a study of the IT sales process to do some sort of a cut with the ability to compare how IT ...
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MPRU, revenue and how this is related to the revenue and dynamics of the customer base

In this article, let's look at the MRPU, see what the specifics of its calculation are and what it can give us.
 
MRPU - monthly revenue per unit, monthly revenue per unit. This is a broad concept that includes both the average check and the average revenue per user /customer /sale. The flexibility of the word unit allows you to give the definition you need.
 
Why do we need this? The whole purpose of product analysis is to isolate causes and identify factors that affect financial performance. The dynamics of the client base ( ? see the article here
) Are determined mainly by factors related to ...
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From Germany with love: the pioneer of IP-telephony comes to Russia

From Germany with love: the pioneer of IP-telephony comes to Russia

 
Interesting news: the company Snom Technologies GmbH, which in 2001 released the very first IP-phone in the world, intends to seriously settle in the Russian market. So it turned out that despite the fact that Snom is very widely represented in Europe, the US and the Middle East, we know little about the products of this company. So to speak, neither Snom nor spirit.
 
numerous awards and regalia . The company's successes are regularly celebrated by industry experts. In 2000 CeBIT Snom won the "Best of Show" prize, and since 2003 the company's products are stably present in the TOP-100 ...
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The use of speech analytics in business

Conversion to purchase is a key business metric. The conversion depends on each stage of the sales funnel, from marketing, until the transfer of funds to the account. If the negotiation phase of the sales funnel is not effective, it proportionally reduces the overall conversion of sales.
 
Speech analytics technologies improve conversion rates at the sales stage. The speech skills of the seller directly affect the probability of the transaction.
 
The use of speech analytics in business  
Working on the development of solutions for speech analytics in the DATA4 team, we were convinced that the conversion of sellers who own negotiation techniques ...
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No, you do not need machine learning. You need SQL

Some time ago I published a series of tweets about using traditional tools instead of newfangled and complex technologies.
 
 
Tweets went well and got to HackerNews. The consequence of this mini-popularity was an interesting discussion. Some agreed with me, and others called it stupidity and delirium. Well, on the Internet, too, there are gunfights.
 
 
I'm not trying to convince you to use my approach. Rather, I want to explain in more detail what exactly was meant in the initial statement on Twitter.
 
 
Years pass, and you see the emergence of some interesting technologies and concepts: machine ...
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Analytics funnel sales

Having considered cohort as a whole , now we can proceed to their study in terms of attracting new customers. Attracting new customers is one of the key disciplines in the management and development of the product. It is from the flow of incoming customers that all your revenue and ability to control the market and conquer competitors depends.
 
Analytics funnel sales
 
The flow of new customers does not appear from the air, its amount depends on your marketing efforts. Involvement of clients is the correct processing of potential customers from the stage of contacts to the stage of sales. Entering cohorts, new customers ...
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We immerse ourselves in the dynamics of the client base: cohort analysis and analysis of the flows

I continue the series of articles on product analysis (3r3r3? beginning
)
 
In the last article I plunged into the analysis of revenue and broke it into 2 components - MRPU and number of customers. Today we will consider further steps in the analysis and decompose the components of the number of customers and their dynamics.
 
Now the general analysis scheme looks like this:
 
We immerse ourselves in the dynamics of the client base: cohort analysis and analysis of the flows
 
Cohort analysis allows to explain the trends taking place in the client base and throws a straight bridge into the sales funnel and actions for keeping and returning customers.
 
What is a cohort analysis? This is the decomposition ...
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Funnel of sales

Information about customers and their needs is an important part of any business, so the necessary task is to maintain its relevance. It can be used in sales, building long-term relationships with customers, preparing repetitive transactions, upsale, signing service agreements after the sale of goods, etc.
 
 
Information about customers and their needs is an important part of any business, so the necessary task is to maintain its relevance. It can be used in sales, building long-term relationships with customers, preparing repetitive transactions, upsale, signing service agreements after the sale of goods, etc.   iptelefon . ...
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What is marketing: just about the complex

What is marketing: just about the complex  
One of the main directions of my activity is the introduction of CRM-systems . On this topic, I wrote many articles, published a book and continue to develop this direction further. But lately I've been getting more and more questions on topics that relate not so much to software systems as to the principles of working with them. Of course, I understand what sales are, I studied, modernized, put into practice many different business sales processes for a variety of industries.
 
 
In practice, I often encounter requests from clients - to evaluate the work of the marketing department, to analyze ...
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Cardboard durilka. Digital

First


 
 
- Sales - by products, by region, by customers. The arrival of money. - The first read out the headers of the reports on the printouts, and one handed to me.
 
 
- The arrival of money in the same analyst? I asked with an intelligent air.
 
 
- Can you count the money for the products? - On the face of the First there was a smile.
 
 
- Hmm No, actually. Yes, tupanul. - I felt a little uneasy. Well, it's better to keep quiet.
 
 
- Exactly. Next - the arrival and expenditure of money for articles. Marginal profit, without taxes and indirect, only transport leave and managerial interest...[/h]
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