Sales and Marketing Success Stories

eliminating sandboxed

SharePoint 2010 to 2013 Migration Eliminating Sandboxed Solutions

Client Profile

Global Telecom services and equipment provider to millions of consumers, businesses and other service providers in dozens of countries.

Situation

Entertainment Group responsible for managing a holistic customer communications strategy to ensure consistency, relevance, improvement of customer experience, and alignment with corporate strategic goals.  

A SharePoint 2010 application was being successfully used to manage all post-sale customer communication requests.  The corporate I/T team made a decision to require that all SharePoint 2010 sites/applications be migrated to a new on-premise SharePoint 2013 server farm and to eliminate SharePoint sandboxed applications.

Solution

SharePoint 2013 application that retains the same user experience, business logic and workflows but includes a modern UI and leverages new SharePoint 2013 out-of-the-box functionality, e.g., user access request process.

Business Benefits

New application significantly outperforms the SharePoint 2010 application without requiring any retraining of users. Smaller server side application footprint with key functions now performed with client-side code. New provisioning model was implemented that more efficiently supports potential future changes in the application.  Benefits achieved with zero impact to existing user experience, including  content migration of existing records  from the SharePoint 2010 application instance. 

Jive Migration

PGi Jive to SharePoint Migration

Client Profile

PGi is the world’s largest dedicated provider of collaboration software and services. They have an expanding portfolio of purpose-built applications designed to meet the daily collaboration and communications needs of business professionals, with solutions for web, video and audio conferencing, smart calendar management, webcasting, project management and sales productivity.

Situation

PGi decided to standardize on SharePoint in Office 365 as their internal collaboration platform. There was key content in Jive that needed to be maintained going forward on SharePoint in Office 365. Additionally, the Jive license was set to expire in 2 months so it was critical for the migration to be completed before the license expiration.

Solution

ThreeWill leveraged it’s Jive to SharePoint Migration Utilities and Agile Migration process to migrate critical Jive content to Office 365 before the expiration of the Jive licenses. This included a final Archive of all Jive content into a Migration database for future reference and extract. Additionally, this included leveraging the branding templates developed by Brightstarr for PGI’s new Intranet Portal.

Business Benefits

PGi was able to save the annual cost of the Jive license fee and was able to move to a new, consolidated collaboration platform in Office 365.  All critical content from the Jive platform was preserved and is now available for continued collaboration on the Office 365 platform.

portal solution

Business Intelligence Portal Solution for Utilities Industry

Client Profile

Leader in full-scale, demand-side services for utilities ranging from Demand Response, Advanced Metering Infrastructure, and Smart Grid to Load Research, Measurement & Verification and Energy Efficiency.

Situation

Utilities are experiencing a renewed interest in demand-side management. At the same time, competitive and market pressures are forcing them to seek and implement new technologies and services that will either increase profits or decrease costs. These challenges often must be met with a staff that has been severely downsized over the past several years. The client developed a powerful technology platform to facilitate an integrated program delivery. The platform supports core functional capabilities from market segmentation and customer acquisition to service delivery and rebates processing. An essential component of this platform is a Reporting Portal that supports the KPI’s, Scorecards and Analytics critical to assess the performance of these Programs.

Solution

A Reporting Portal with SharePoint as the platform for delivery of dashboards, metrics and analytics to support the client’s Energy Programs. Reports are delivered via Performance Point, SQL Server Reporting Services and Power Pivot.

Business Benefits

  • Reporting Portal delivered as one of the critical components of the overall Client Program Delivery Platform
  • Client team trained and mentored on SharePoint, Performance Point, PowerPivot and SSRS for ongoing Program Sustainment
  • Report Portal Platform designed for replication and reuse for multiple customers of the client


Sales

A sale is the exchange of a commodity for money or service in return for money or the action of selling something.

The seller or the provider of the goods or services completes a sale in response to an acquisition, an appropriation or a request. There is a passing of title (property or ownership) of the item, and the settlement of a price. A seller agrees upon a price which he willingly gives ownership of the item. The seller, not the purchaser generally executes the sale and it is completed prior to the obligation of payment. A person who sells goods or service on behalf of the seller is known as salesman or saleswoman.

Sales and Marketing

Marketing and sales differ greatly, but have the same goal. Selling is the final stage in Marketing, which also includes Pricing, Promotion, Place and Product (the 4 P’s). A marketing department in an organization has the goals of increasing the desirability and value to the customer and increasing the number and engagement of interactions between potential customers and the organization. Achieving this goal may involve the sales team using promotional techniques such as advertising, sales promotion, publicity, and public relations, creating new sales channels, or creating new products (new product development), among other things. It can also include bringing the potential customer to visit the organization’s website(s) for more information, or to contact the organization for more information, or to interact with the organization via social media such as Twitter, Facebook and blogs. Social values also play a major role in consumer decision processes.

The field of sales process engineering views “sales” as the output of a larger system, not just as the output of one department. The larger system includes many functional areas within an organization. From this perspective, “sales” and “marketing” (among others, such as “customer service”) label for a number of processes whose inputs and outputs supply one another to varying degrees. In this context, improving an “output” (such as sales) involves studying and improving the broader sales process, as in any system, since the component functional areas interact and are interdependent.

Most large corporations structure their marketing departments in a similar fashion to sales departments and the managers of these teams must coordinate efforts in order to drive profits and business success. For example, an “inbound” focused campaign seeks to drive more customers “through the door”, giving the sales department a better chance of selling their product to the consumer. A good marketing program would address any potential downsides as well.

The sales department would aim to improve the interaction between the customer and the sales facility or mechanism (example, web site) and/or salesperson. Sales management would break down the selling process and then increase the effectiveness of the discrete processes as well as the interaction between processes. For example, in many out-bound sales environments, the typical process includes out-bound calling, the sales pitch, handling objections, opportunity identification, and the close. Each step of the process has sales-related issues, skills, and training needs, as well as marketing solutions to improve each discrete step, as well as the whole process.

One further common complication of marketing involves the inability to measure results for a great deal of marketing initiatives. In essence, many marketing and advertising executives often lose sight of the objective of sales/revenue/profit, as they focus on establishing a creative/innovative program, without concern for the top or bottom lines – a fundamental pitfall of marketing for marketing’s sake.

Many companies find it challenging to get marketing and sales on the same page. The two departments, although different in nature, handle very similar concepts and have to work together for sales to be successful. Building a good relationship between the two that encourages communication can be the key to success – even in a down economy.

Marketing

Marketing is about communicating the value of a product, service or brand to customers or consumers for the purpose of promoting or selling that product, service, or brand. The oldest – and perhaps simplest and most natural form of marketing – is ‘word of mouth’ (WOM) marketing, in which consumers convey their experiences of a product, service or brand in their day-to-day communications with others. These communications can of course be either positive or negative.

In for-profit enterprise the main purpose of marketing is to increase product sales and therefore the profits of the company. In the case of nonprofit marketing, the aim is to increase the take-up of the organization’s services by its consumers or clients. Governments often employ social marketing to communicate messages with a social purpose, such as a public health or safety message, to citizens. In for-profit enterprise marketing often acts as a support for the sales team by propagating the message and information to the desired target audience.

Marketing techniques include choosing target markets through market analysis and market segmentation, as well as understanding consumer behavior and advertising a product’s value to the customer.

From a societal point of view, marketing provides the link between a society’s material requirements and its economic patterns of response.

Marketing satisfies these needs and wants through the development of exchange processes and the building of long-term relationships.

Marketing can be considered a marriage of art and applied science (such as behavioral sciences) and makes use of information technology.

Marketing is applied in enterprise and organisations via marketing management techniques.

Danny RyanSales and Marketing Solutions