Improving Channel Sales in a Software Company
Alhainen, Petri (2015)
2015
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Julkaisun pysyvä osoite on
https://urn.fi/URN:NBN:fi:amk-202401051068
https://urn.fi/URN:NBN:fi:amk-202401051068
Tiivistelmä
The aim of this study was to evaluate an application tool for the Company to see if the application tool would increase the use of the resources, make the selling process more effective and help the project management tasks and phases and decrease the time used for the deal. The whole delivery and sales processes from getting a lead to the final document delivery and into the project closure were examined. Additionally, the Company managers were interested in if the application tool can be used to make it easier for the Company distributors to generate accurate offers for the customers without massive help from the Company sales department.
The marketing and sales functions of the Company were analysed and investigated by the researcher as well as the sales actions and functions of the company’s distributors. The methods were analysed and investigated to reveal the possible problems in the partner sales. After the thorough analyses were done, the outcomes were compared against the application tool to see if the application solves the problems.
An action research approach was used as the researcher was an insider in the Company. The chosen approach may offer the researcher an easier access to information than an outsider would have. On the other hand, being the insider naturally means that the researcher must put special emphasis on the objectiveness of the study.
The solution suggestions are cloud based services that are easy to implement and monitor and which are improving customer service, partner communication, and channel sales. They were chosen for the case Company instead of more traditional solutions as they better fit into the small company.
The marketing and sales functions of the Company were analysed and investigated by the researcher as well as the sales actions and functions of the company’s distributors. The methods were analysed and investigated to reveal the possible problems in the partner sales. After the thorough analyses were done, the outcomes were compared against the application tool to see if the application solves the problems.
An action research approach was used as the researcher was an insider in the Company. The chosen approach may offer the researcher an easier access to information than an outsider would have. On the other hand, being the insider naturally means that the researcher must put special emphasis on the objectiveness of the study.
The solution suggestions are cloud based services that are easy to implement and monitor and which are improving customer service, partner communication, and channel sales. They were chosen for the case Company instead of more traditional solutions as they better fit into the small company.