Sales Forecasting for Manufacturing
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Transcript of Sales Forecasting for Manufacturing
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Sales Forecasting for Manufacturing
Name, Title
Ease-of-use for sales reps to ensure timely and accurate forecast data
Actionable insights that help all managers see and react to changes
Partnership with Oracle to serve manufacturing
On-Demand Sales ForecastingDesigned for Manufacturing
Our benchmarking studies show that the best forecasters have 15% less inventory, 17% stronger fulfillment, and 35% shorter cash-to-cash cycle times, all having a direct impact to the bottom line.
Rob BoisAMR Research
Research Director
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Three Essential Steps in Sales ForecastingAccurate and Insightful Sales Forecasting Requires Three Steps
Easy for sales to capture forecasts
Align marketing, sales, finance and production
See changes and understand why
What to Buyand When
What to Build?And When?
ProductionCustomers
Capture Collaborate Act
Three Essential Steps in Sales ForecastingAccurate and Insightful Sales Forecasting Requires Three Steps
• Quick Capture • Rapid Rollup• CRM Integration
• Change Collaboration• Forecast Modeling• Integration Services
• Change Alerts• Forecast Analytics• Personal Reports
Changes
What to Buyand When
What to Build?And When?
ProductionCustomers
Capture Collaborate Act
Three Essential Steps in Sales ForecastingAccurate and Insightful Sales Forecasting Requires Three Steps
Capture Collaborate Act
Changes
Sharp improved user adoption to 95%
WJ cut forecasting time 60%
Quantum went from six AOP’s to one
Intelleflex eliminated inter-departmental debates
Centillium reduced inventory 50%
WJ improved margins 44% to 52%
What to Buyand When
What to Build?And When?
ProductionCustomers
Forecasting in Oracle and Right90
Forecast Over Time Top-down revenue forecast Forecast by unit, price and time across customers, products and regions
Forecasting Productivity Tools
Not available for forecasting Import and export to Excel, ramp/decay and do bulk updates
Forecast Suggestion Not available Forecast recommendations based on statistical forecast data
Forecast Rollup Single-level rollup Multiple-level rollup with products, regions and customers
Forecast Change Management
Not available Track changes to forecast and reasons behind changes
Multiple Forecast Plan Comparison
One forecast owner with multiple contributors to forecast
Create, compare and identify variance across plans
Forecast Alerts Not available Proactive email alerts for key changes to sales forecast
Forecast Reports Reports must be designed from scratch
Pre-built industry-specific reports based on high-tech best practices
Leading SaaS CRM Vendors
Ideally Suited for High-Tech Manufacturers
• Fits the High-Tech Design Process: Optimized for the design win, forecast modeling, and new/existing business processes prevalent in high-tech
• Fits High-Tech Product Lifecycles: Easily accommodates frequent changes in price/quantity over time and new product introductions found in high-tech product lifecycles
• Fits the Way High-Tech Manufacturers Sell: Extendable to the rep firm and distributor networks used by high tech manufacturers
• Fits the Way High-Tech Thinks: Deep in-house expertise at Right90 quickly garners credibility in high-tech accounts
COMPANY OVERVIEW
Quantum, a global leader in storage, delivers highly reliable backup, recovery and archive solutions that meet demanding requirements for data integrity and availability with superior price/performance and comprehensive service and support.
CUSTOMER PERSPECTIVE
“Throughout our history with Right90, they have continuously demonstrated true professionalism and a deep desire to meet our business requirements.”
Patricia Warble, Sr. Manager, Sales Ops
CHALLENGES/OPPORTUNITIES• Integrate sales and forecasting process with
recent acquisitions• Reduce time needed to roll up monthly forecast• Consolidate disparate views of sales data• Increase visibility into changes• Reduce inventory stockouts RESULTS
• Consolidated 6 AOP’s into 1• Reduced forecasting time by 80%• Eliminated stockouts due to
forecasting issues• Enabled real-time visibility into
forecast changes• Increased alignment across divisions• Improved sales productivity
SOLUTION
Right90 Sales Forecasting
November 2007
Quantum Transforms Sales Forecasting
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See Change. Manage Change.
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Appendix
Additional SlidesRight90 Screenshots
Easy Updates and Automated Forecast Rollups
Compare Multiple Plans and Identify Variances
Executive Forecast Alerts and Analytics