MANAGEMENT + SYSTEMS New strategic partnership
Chatsworth Computers has announced a newly formed strategic partnership with Sales-i. Under the new agreement Chatsworth and Sales-i will work hand in hand to promote Sales-i’s sales and customer intelligence solution to Chatsworth’s extensive base of distribution market customers.
tough and customer retention is key to success. Bolstering its business software platform with Sales-i’s
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integrated sales and customer intelligence was the next step in Chatsworth’s business marketing plan as managing director, Clive Mallender, explains: “We sell to wholesalers, distributors, merchants, manufacturers and stockists. Enabling them to have up to the minute visibility of who is buying what and where the sales opportunities lie is a huge advantage. That coupled with sophisticated customer intelligence allows them to spot competitive activity and respond before it’s too late. These are just some of the benefits that Sales-i integrated with Merlin will give customers. We are delighted to have formalised our relationship with Sales-i to bring our organisations closer together and deliver even greater benefits to our customers.”
hatsworth explains that Sales-i is a perfect fit for its customers and prospective customers whose businesses distribute thousands of parts or products to hundreds or more customers and where competition is
Chatsworth points out that Sales-i enables companies to
make better use of existing sales resources by equipping them with easily digestible, immediate customer buying alerts. Sales-i’s Software-as-a-Service delivery model also means there is no hardware or infrastructure to buy, maintain or worry about. The system is accessed over any Internet connection and delivers sales alerts to emails and across smartphones and viewing devices like the iPad. Paul Black, CEO and co-founder of Sales-i, says that he is
delighted to welcome Chatsworth as a partner. “We have a lot of synergy with Chatsworth in terms of the markets that we target and the importance that we place on high quality software development and customer service. We have already enjoyed successes with Merlin users who are now also Sales-i customers and together with Clive and the rest of the Chatsworth team we plan to build on this momentum and grow our market share together.”
www.chatsworth.co.uk VECTA upgrade just the part for Orbital Fasteners
With nearly 30 years’ experience in product, application know-how and customer service, Orbital Fasteners, based in Watford, UK, is a leading online and telesales distributor of fixings, fasteners, tools and power tools.
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o continue improvement in the operational effectiveness of its sales team and to support its ongoing successful growth, Orbital Fasteners has recently upgraded to Version 7 of the VECTA Sales intelligence solution. The upgrade enables Orbital staff to see customer and sales information and log calls on their mobile devices, as well as on a laptop or PC.
VECTA is a web-based sales intelligence solution that analyses historical sales data in order to help companies increase
their share of customer spend by highlighting sales opportunities. The system can identify potential problems with lost or drifting customers and generate detailed information on customer buying patterns prompting users to sell more proactively. Orbital says the VECTA has enabled it to instantly and consistently identify ‘winners, losers and deserters’. This ensures
that the sales team are as effective as possible, being equipped with key information at their fingertips and not having to rely on the IT team or phone calls backwards and forwards with the office, to understand their customers’ buying patterns. This has resulted in time-savings across the board, reduced call costs and improved productivity. Paul Widdison, Orbital Ltd external sales manager, commented: “VECTA has enabled the external sales team to work
much more effectively, they use it to track their customer sales, identify products which are not being bought and log and pursue prospective customers in their areas. An increase in the effectiveness of the calls made by the sales team has been seen, through using the information obtained from VECTA.”
Infor reports licence growth
Infor, a provider of business application software serving more than 70,000 customers, reported 17% licence growth for the twelve months ending November 2011. The company also reported 16% organic licence growth for its second fiscal quarter, which ended November 2011.
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BITDA margins improved to 27%, and new customer additions and support subscriptions accelerated. Growth in Infor’s core ERP business in the second fiscal quarter was up 25% over the previous year. This strong financial
performance caps an exciting year of transformation driven by major investments in industry specific business applications. “Infor now has one of the largest engineering organisations in
the world dedicated to innovating in business applications,” said Charles Phillips, CEO of Infor. “Business processes have become
more complex and dynamic while most of the software industry’s investment drifted to infrastructure. Customers are responding to Infor’s tidal wave of new industry features, consumer grade user interfaces, and Infor10 pre-integrated suites. Infor plans to continue a disruptive strategy of delivering release after release of deep industry features that eliminate cumbersome customisations, productise geographic localisations, and provide in context business intelligence with projects measured in months and not years.”
108 Fastener + Fixing Magazine • Issue 73 January 2012
www.edp.co.uk
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