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Opportunity Management = Lifecycle Management = Stickiness
 IT Solutions companies first notice an issue with their opportunity management workflows by looking at their performance against their growth objectives. When you aren’t hitting your forecasts, and your forecasts are reasonable, you tend to look closer at what in the heck is going on. Many times, the problems are seen as related to identifying better prospects, and more of them, too! Your goal is to increase the size of your pipeline, and then to increase the win rate of those prospects in the pipeline. Nothing wrong with that.
However, at many high performing IT Solutions companies, opportunity management isn’t just a sales issue. It isn’t just a matter of getting more people in the door. It is about preparing, in advance, a set of offerings, a value proposition and pricing that makes sense for the client segments you are targeting. Once done, and prospects are identified, it then becomes about nurturing them more effectively through their buying process, as opposed to forcing them to conform to your selling process. Finally, once a prospect becomes a client, efforts become focused on ‘building your brand’ by delivering on your value proposition – consistently. And everybody in the company becomes a sales person, or at least a prospector, by identifying new opportunities for up-sell and cross-sell as they go about their daily jobs of serving those clients.
In a nutshell, then, opportunity management becomes client lifecycle management. It means bigger pipelines, higher win rates, faster close cycles…and also higher revenue per client and higher retention rates. And higher client satisfaction.
The good news for you is that ConnectWise PSA was developed around this important process, so marketing, sales and service/project workflows are all enabled to help deliver on the goal of more clients and more loyal relationships. ConnectWise PSA helps you become ‘sticky’ to your clients.
How Do You Know If You Have An Opportunity Management Problem?
Take a look at the following list of questions. Answering as indicated on several of them may suggest that opportunity management processes and systems could be upgraded in your company:
- Can you import leads/lists into your business automation solution, and integrate them in your database, which is critical for lifecycle management? If yes, is the size of your database prohibitive?
- Can you predefine templates for email marketing that allows you to send personalized and targeted messages to your prospect segments? Can these communications be triggered by events or time?
- Can you send marketing surveys out to prospects or clients to gather information about product or service offerings?
- Can you track the sources of your leads for ROI analysis based on lead source, to help you continually increase return on marketing dollars spent?
- Can you see in real time your opportunity pipeline, by buying or sales stages that you define? Is this available by rep, group or at the company level?
- Do you know the estimated value of your pipeline and the probabilities of each prospect?
- Can you effectively measure all sales and marketing activities targeted toward your prospects?
- Is your win/loss data robust enough for drill down analysis to identify improvement opportunities?
- Do service and project activities trigger an activity for your sales account managers when appropriate?
- Can sales and marketing see all of activities, current and historical, associated with clients? Is this available at a detailed and aggregate level?
- Does your current solution have quoting tool integration? If yes, when deals are won, does this information automatically populate sales orders and propagate through the system for product ordering, service ticket creation and project task assignment?
- Can opportunity updates be automatically sent to you on your mobile device, so you are in constant awareness of status?
ConnectWise PSA Helps You Solve Opportunity Management Problems
ConnectWise PSA will turn your company into an Opportunity Management Machine! With ConnectWise PSA, you will be able to:
- Keep all contacts (leads, prospects, clients, suppliers and vendors) in a single database, since many fit into one or more category, and you want easy access to all.
- Import as many leads or lists as you wish, and enabling you to manage the relationship through the complete buying process, which will increase your win rate.
- Create professional and consistent email marketing messages, which can be personalized for specific segments or for each individual recipient.
- Increase your marketing effectiveness by tracking the sources of incoming leads, tying them to marketing efforts, and calculating the close rate and revenue value by lead source.
- Create accountability with your sales team, since all activities and all performance data is available to you and to them.
- See the size of your opportunity pipeline, the estimated value, the buying/sales stage, the probability of win, by individual, group or company.
- Review real time reports that show all activities directed toward prospects in the pipeline.
- Automatically trigger sales opportunities based on service or project activities of existing clients.
- Identify up-sell and cross-sell opportunities of existing clients, based on services rendered, products purchased or projects completed.
- Enable service and project personnel to easily create sales activities when opportunities are identified.
- Send regular client satisfaction surveys or marketing surveys to learn from and keep in close communication with clients and prospects.
ConnectWise PSA is the easy answer to your opportunity management problems.
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ConnectWise PSA: The Total Business Automation Solution for IT Solutions Companies
ConnectWise PSA is a complete suite of modules that automate and integrate every process in your IT business: Find & Win Opportunities; Capture, Plan & Schedule Won Deals; Manage Projects & Services; Track, Approve & Invoice; Analyze & Report; Integrate to Internal & External Applications. ConnectWise PSA is offered both as premise based or hosted (subscription based) solution.
Learn more. See all ConnectWise PSA Product Module Features.
The sole purpose of ConnectWise PSA is to give you transparency into and control over your business, a faster and higher cash flow, more revenues, greater profits and higher levels of client satisfaction.
See How ConnectWise PSA Helps You Solve Other Management Problems.
See How ConnectWise PSA Helps You Solve Your Workflow Problems.
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