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Opportunity Tracking

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Challenges of Opportunity Tracking in the Channel

According to many experts, anywhere between 50-90% of opportunities die an inglorious death in the channel. The primary reason is the lack of a collaborative tracking mechanism, that is easy for partners to use. As a result, typical questions like “what is the stage of the opportunity?”, “what is the revenue potential?”, “how likely is the deal to close?”, “did we win or lose the deal, and why?”, are difficult if not impossible to answer.

Convert Opportunities to Wins with cCRM

Entomo’s cCRM solutions enable you to implement a channel opportunity tracking process that is streamlined and allows your partners to collaborate with you in a timely manner to increase your opportunity conversion rates. Depending on your industry, Entomo supports two main ways to track channel opportunities:

  • Design Registration

    Certain industries like semiconductors and components depend heavily on manufacturer’s reps and distributors to generate demand. For them the design registration process is a key determinant to being able to forecast sales and pay rep commissions. The Entomo SmartHub® can be used to implement a NEDA-recommended design registration process. Capabilities include:

    • Request-approval-update workflow.
    • Capture all NEDA fields and user-defined fields: end customer, parts, annual units, annual revenue, contacts, project name, etc.
    • Configurable status: registration, design win, sampling, production, EOL, won/lost, etc.
    • Add new customers to customer master, using an approval workflow.
    • Automated update alerts and expiration.
    • Integrated with the sales compensation module to track commission splits.
    • Integrate with CRM or ERP system.
  • Deal Registration

    For industries such as computers, telecommunications and packaged software, deal registrations allow resellers to protect their business opportunity and sometimes it also makes them eligible for additional discounts or entry into certain higher-level partnership tiers. The SmartHub provides the ability to create a seamless process, with the following capabilities:

    • Request-approval-update workflow.
    • Capture all standard fields and user-defined fields: end customer, product, quantity, projected revenue, recurring revenue potential, contacts, project name, etc.
    • Configurable status: registration type (new deal/new customer, new deal/existing customer, pre-qualified lead, existing customer), deal won/lost, etc.
    • Add new customers to customer master, using an approval workflow.
    • Automated update alerts and expirations.
    • Integrated with incentive management module to track rebates, discounts, etc.
    • Integrate with CRM or ERP system.
  • Benefits of Opportunity Tracking

    With Entomo’s opportunity tracking module implemented, you will have a 360-degree view into rep/partner effectiveness, close rates and more:

    • Analytical insights into rep/partner performance, sales closes, and campaign effectiveness.
    • More accurate forecasts, including roll-ups by rep/partner, territory, etc.
    • Enhanced rep/partner loyalty: protected business, timely commissions/rebates, ease of doing business.
    • Increased accuracy and completeness of customer master entries in your CRM or ERP system.