RightNow

RightNow/Salesnet and the Sales Business Process

Coverage

CRM WizKids: Taking CRM to the Next Level

Synopsis

Salesnet (www.salesnet.com) was one of the earliest vendors in the hosted CRM space. From the very beginning the company delivered not only convenience of a hosted sales force automation package but also important methodology assistance that advanced sales organizations could take advantage of.

Salesnet’s process engine enables sales organizations to define their best practices within the SFA tool as enforceable business rules that can be uniformly applied throughout the organization. This best practices approach helps great sales people do what they have always done while coaching and supporting lesser performers. The result is an improvement for all levels of the sales organization.

Salesnet has introduced an innovative partnering program that enables vendors with domain expertise in vertical markets to provide the Salesnet service as a part of their overall consulting and services delivery. This approach has enabled Salesnet to enter multiple vertical markets and spread its technology with minimal overhead.

Lately the company has focused on extending the sales process to help improve the inputs to sales via marketing extensions to the product. This approach will enable Salesnet to support a broader part of CRM while establishing a cleaner division between what it focuses on and what its partners do best. There are plenty of organizations that require good essential selling capabilities without much focus on service and support which is handled by different parts of those organizations and for those companies Salesnet offers a just right solution.

Going forward we think the market for CRM in general will gravitate toward more of a business process orientation. We expect that Salesnet may be able to leverage its sales process expertise and its partner network to penetrate many more markets further securing its place as one of the first and most innovative companies in hosted CRM.