Y2G Associates Reports Over 75 Percent of Software Companies Sales Cycles Increasing Independent of Price Point.Business Editors ATLANTA--(BUSINESS WIRE)--April 27, 2004 Y2G Y2G Year 2 Grand (2000) Associates, the premier provider of custom market research and executive outsourcing services for software companies, announces the availability of its newest "Software Vendor Sales Management Sales Management Role and Goal Importance of sales management is critical for any commercial organization. Expanding business in not possible without increasing sales volumes, and effective sales management goal is to organize sales team work in such a manner that ensures a Best Practices" report. The report highlights that while optimism is on the return for software sales -- sales cycles are increasing or remaining the same regardless of the average selling point selling point n. An aspect of a product or service that is stressed in advertising or marketing. Noun 1. selling point - a characteristic of something that is up for sale that makes it attractive to potential customers . The report finds companies that incorporate objective customer feedback as part of win/loss analysis into their sales execution process outperform others in terms of sales Terms of sale Conditions under which a firm proposes to sell its goods or services for cash or credit. cycles, larger deals, and forecast accuracy. "An interesting finding was that vendors considered "best-in-class" within their software sales operations were able to move the average sales revenue above the average $250K threshold while reducing their sales cycles much more aggressively then those selling at the under $100k range," said David Cahn, CEO (1) (Chief Executive Officer) The highest individual in command of an organization. Typically the president of the company, the CEO reports to the Chairman of the Board. Y2G Associates. "These leading vendors were much more formalized for·mal·ize tr.v. for·mal·ized, for·mal·iz·ing, for·mal·iz·es 1. To give a definite form or shape to. 2. a. To make formal. b. in their opportunity tracking methodologies than others. This knowledge enabled vendors to optimize their resources by opportunity revenue size and maximize their profit margins." Almost all software vendors have a pipeline tracking mechanism in place to monitor opportunities through the pipeline. That is where the difference ended. Those software companies that moved opportunities based on specific sales events Noun 1. sales event - an occasion (usually brief) for buying at specially reduced prices; "they held a sale to reduce their inventory"; "I got some great bargains at their annual sale" cut-rate sale, sale versus opinions from the sales teams performed much better. In addition, those companies that integrate objective win and loss analysis from customers into sales training and into sales performance metrics Performance metrics are measures of an organizations activities and performance. Performance metrics should support a range of stakeholder needs from customers, shareholders to employees [1]. benefit dramatically. About The Report Y2G Associates recently surveyed over 600 software vendors on their sales planning and sales execution practices. The survey collected data points on duration of existing sales cycles trends, utilization of training techniques, management of pipeline tracking tools, and sales performance metrics. Correlations were then available to be made based on the findings to determine some leading best practices and opportunities for improvement. The report helps software vendors and distributors focus on three areas for the next year: reduce sales cycles to better align with cost of pipeline opportunities; improve sales pipeline tracking methodologies; and involve customer interaction as part of sales execution performance. About Y2G Associates Y2G Associates is the premier provider of custom market research and executive business process outsourcing Business process outsourcing (BPO) is the contracting of a specific business task, such as payroll, to a third-party service provider. Usually, BPO is implemented as a cost-saving measure for tasks that a company requires but does not depend upon to maintain its position in services for software companies worldwide. Based on industry Best Practices, we work with each client to increase their competitive market share by identifying areas for improved performance and provide the hands on execution services they require. Launched in 2001, with headquarters in Atlanta, Georgia, Y2G Associates team is comprised exclusively of technology executives with proven track records and decades of software industry leadership and implementation experience. To obtain a copy of the report or learn more, visit the Y2G Associates Web site at: www.Y2GAssociates.com or contact Karen Weidenaar at (770) 437-0361 kweidenaar@y2gassociates.com. |
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