MANAGEMENT + SYSTEMS
VECTA via the cloud helps sales boom
EDP Plc explains how the adoption of best practice sales techniques has helped fastener and fixing distributors grow, despite tough market conditions.
D
uring a time when analysts say competitive pressure is so intense that a third of companies in the industry are making a loss¹, tools to combat this are more critical than ever.
Winning a new customer is known to cost around 5x more than
protecting and increasing the value of your existing customers, so in the current tough economic climate, strong opportunity management, high levels of customer retention and a highly productive, informed sales operation are key. It makes sense to adopt a sales process that delivers in the
most profitable areas and pinpoints exactly where opportunities are and where attention is needed. Individually, traditional CRM, BI or spreadsheets are known not to achieve this – VECTA does. Recognising the value of investing in VECTA to equip their
sales team and protect and secure profitability and customer care has helped businesses such as Orbital Fasteners and Sealey Power Products see a boom in sales. VECTA automatically prompts sales people to pursue
opportunities and address drift, translating hard facts from sales
data. It helps to meet targets, efficiently manage customer (and prospect) activity and is quick and easy to use, live via the cloud on laptop, PC, tablet or mobile. It ensures sales teams have a real handle on everything happening within their territory and can prepare effectively for every call. VECTA constantly evaluates its offering to ensure delivery of
best working practice and has recently provided new capabilities including the ability to seamlessly send tasks and appointments to view or share in MS Outlook, helping to improve the communication of scheduled actions; and enhanced opportunity management, enabling better follow up and visibility to ensure nothing is missed. Martyn Sheppard, business services manager, Screwfix Direct,
confirms: “VECTA is the key link in the systems chain which directs our sales people to opportunities within the customer base. Without VECTA we would spend hours processing and analysing reports, now the team are more proactive and customer focused
than ever.” 1
http://www.plimsoll.co.uk/industry-report.aspx?Industry=fasteners-fixings
Group further expands market position
In fiscal year 2011, DocuWare, document management specialist, again achieved double-digit growth. The greatest boost was seen in the German market, with an increase of 21%, followed by the US market with just under 19%. Worldwide 1,047 new companies chose DocuWare.
D
ocuWare says that last year saw it lay the cornerstone for securing the company’s continued growth – sales activities in key markets were intensified, many new dealers were added and several future oriented technologies introduced. Those measures made an impact in 2011: 16.07 million euros revenue, for a total increase of 12.4% (13.6% when adjusted for currency) over the previous year. The software company achieved
its best results since DocuWare’s founding in 1988. Resulting project revenue for its network of Authorised DocuWare Partners (ADPs) was 74 million euros.
Innovations driving success According to industry association BITKOM, the document and enterprise content management market grew by 7.8%
in 2011 - almost twice as fast as the overall IT market. DocuWare highlights that it has benefited for years from this trend. Thanks its international presence, attractive partner programme and the strengths of its DocuWare software (security, scalability, and ability to integrate), DocuWare says it’s well equipped to stay on this path for success. Through DocuWare Online the company also offers first document management solutions on real cloud solutions.
In addition, DocuWare also offers document management clients for all popular mobile platforms, from iPhone and iPad to BlackBerry and Windows Phone 7, to Android operating systems for smart phones and tablets.
International expansion pushed With Morgan Stanley Expansion Capital LP (a Morgan Stanley Investment Management private equity fund) investing
in the company, DocuWare has substantially expanded its international network of outstanding experts in technology and internet business. A newly formed board made up of seven members will contribute to helping the company further accelerate its growth in the coming years.
116 Fastener + Fixing Magazine • Issue 76 July 2012
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