Wednesday, May 14, 2008 Challenges selling complex custom products and services The configuration of complex, custom solutions to meet customer business needs takes a great deal of skill on the part of the selling organization. Business needs are translated into functional solution requirements that must accurately describe the customer’s preferences, integration requirements, and regulatory environment. The selling organization must translate these functional requirements into one or more concept designs and cost estimates in order to provide the customer with realistic feedback for their final business case. This scenario-based modeling is complex, often ambiguous, and requires considerable knowledge to ensure that assumptions are validated and no errors or omissions exist. This functional design and estimation process is predominantly a manual process and critical to establishing the baseline for creating detailed designs of solutions. Once the concept design is completed and acknowledged by the customer, a detail design, embodying system and service components, can be configured and priced. When this is done, the customer will be presented with a firm quotation outlining the products and/or services comprising the solution, integration requirements, and firm pricing. A unique and complementary solution The bidding of complex custom solutions that require considerable customer integration is inherently a two-part process: first, configuring concept solutions constrained by functional requirements and, second, configuring the appropriate products and/or services that are constrained by the functional requirements and concept design. Scientia Technologies provides a unique modeling approach that assists sales organizations develop functional designs for complex, custom sales proposals. We create flexible, reusable, knowledge-based models that facilitate the complex interactions with customers and consultants to arrive at the most cost-effective solutions. Improves time to revenue Through rapid development and design verification of functional and detailed designs we are able to reduce the bid and proposal development times by up to 90% for complex custom solutions, thus accelerating time to revenues. Increases sales volumes Increasing bid development efficiency frees up the sales force to pursue additional business. Improves competitiveness Increasing bid development effectiveness improves the bid win ratio. Challenges selling complex custom products and services A unique and complementary solution Improves time to revenue Increases sales volumes Improves competitiveness Copyright 2008 © Scientia Technologies Corporation, All Rights Reserved Privacy Policy