There is a common link — disconnected data and fragmented business processes. Data that supports the selling process like pricing and available inventory is often locked away in systems such as Enterprise Resource Planning (ERP) that sellers rarely access. Manufacturers frequently have multiple ERP systems, making it very difficult to compile a single view of customer information. Volume agreements negotiated with customers and channel partners may not be reviewed again until it is time for a new agreement. This leaves the manufacturer asking, “Did I get all the business promised in those agreements?
Other disconnected processes come from pricing and discounting strategies mapped out in standalone price optimization systems or even in spreadsheets. Rebate programs are commonly developed and tracked using point solutions or spreadsheets. This information is seldom updated, and is often locked away in the finance department where neither sellers nor customers have visibility. Finally, today’s volatile supply chain and dynamic demand patterns make it difficult to keep the right mix of products available to meet customer demand
This article is posted at salesforce.com
Please fill out the form to access the content
