Executive Guide: Improving Business Performance through Sales Teams, Partners, and Customers

Engaging Your Extended Enterprise

 

Organizations today face multiple challenges to sustain and grow their bottom line, and they engage multiple audiences to achieve success including customers, partners, suppliers, channel and distribution networks, independent agents, and others. These diverse groups of constituents who have an impact on your organization’s success are known as your Extended Enterprise.

 

Likely, your organization is involved in activities to derive the greatest value from these groups including:

• Strengthening sales skills and tool sets to increase sales effectiveness.
• Cross-selling and up-selling to customers to grow your existing share of wallet.
• Focusing on customer satisfaction and retention to protect the revenue stream.
• Improving customer service by finding new ways to sell, generating greater knowledge of the customer and adding value to current offerings to reduce churn.
• Finding new customers to capture new revenue.
• Generating additional revenue streams via precisely targeted marketing and heightened brand awareness.
• Evaluating supplier agreements and processes to minimize costs.
• Enabling Channel and Distribution networks with tool sets and knowledge to drive more sales.

 

Improving Business Performance

But exactly how are these objectives to be attained in a cost effective manner? The answer lies in the concept of the Extended Enterprise. SumTotal’s Extended Enterprise platform is ideal for companies that are to some degree dependent on external audiences to promote and sell their products. Industries including insurance, real estate, financial services, durable goods manufacturing, technology, communications, or any field relying on the channel or independent reps/dealerships can all benefit markedly from the Extended Enterprise. Firms operating in such sectors can harness Extended Enterprise to:

1. Boost agility to prepare for and react to rapidly changing market conditions.
2. Improve business performance and productivity to impact the top and bottom line.
3. Increase customer retention and acquisition to maximize revenue.
4. Protect, reinforce, differentiate, and promote brand image to attract and acquire customers.

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