Building the Sales Process : Case: Intunex Ltd.
Eriksson, Jere (2013)
Metropolia Ammattikorkeakoulu
2013
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Julkaisun pysyvä osoite on
https://urn.fi/URN:NBN:fi:amk-2013060512946
https://urn.fi/URN:NBN:fi:amk-2013060512946
Tiivistelmä
The thesis focuses on building a sales process for a small Finnish
IT-firm called Intunex. The company develops and sells a software as a service product (SaaS) based on cloud computing technology. The purpose of this thesis is to formulate and document Intunex´s sales process to support the company´s sales operations and to identify possible improvement areas in their current sales model.
The literary part concentrates on sales processes and SaaS sales models. To give insight to business-to-business sales, the literature review also converses business buying process and business buyers. This acts as a basis for the methodology part.
Methodology consists of qualitative research and interviews with different stakeholders in the sales process. Qualitative data together with theory are used to support the formulation of Intunex´s sales process. The author has also used his own work experience with
Intunex to make the sales process practical and applicable for the company.
In addition to the sales process, the thesis gives several improvement suggestions for Intunex´s sales operations and pricing. Further research topics would be internationalization and using channel sales.
IT-firm called Intunex. The company develops and sells a software as a service product (SaaS) based on cloud computing technology. The purpose of this thesis is to formulate and document Intunex´s sales process to support the company´s sales operations and to identify possible improvement areas in their current sales model.
The literary part concentrates on sales processes and SaaS sales models. To give insight to business-to-business sales, the literature review also converses business buying process and business buyers. This acts as a basis for the methodology part.
Methodology consists of qualitative research and interviews with different stakeholders in the sales process. Qualitative data together with theory are used to support the formulation of Intunex´s sales process. The author has also used his own work experience with
Intunex to make the sales process practical and applicable for the company.
In addition to the sales process, the thesis gives several improvement suggestions for Intunex´s sales operations and pricing. Further research topics would be internationalization and using channel sales.