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Product/service configurator maximizes offering and increases efficiency.
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Challenge.
A 1,200 person, national sales force needed to make proper recommendations involving dozens
of products and services to provide working solutions. Typical sales team turnover required
constant retraining.
Action.
Murray worked with Marketing and Sales Operations to identify ADP bundled offerings. Our strategy,
creative and technical teams developed an online configurator tool to support the ADP sales team. An
integral rules engine helped reps customize the best solution for the prospect with a single click. In just
4 steps, the reps could print up-to-date product fact sheets and a detailed, customized proposal,
complete with a line for customer sign-off.
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Results.
Sales representatives took minutes to do what used to take hours. Proposed solutions were free of
compatibility issues, accurately presented, properly priced and consistently branded. Management
gained a centralized data repository of proposal activity to better understand field activity and
forecast sales
in real-time. Sales representatives also learned about the offerings while using the tool
to configure the right ADP solution for their prospect or customer. During the first year, proposal
activity within the tool averaged $1 Million per week and continues to increase.
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© 2008 Murray. All rights Reserved |
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