Strategic Customer Management And Solutions - 1617 Words

For strategic customer management and solutions selling, a firm’s entire core processes need to be aligned and working collaboratively to create and deliver value to both the customer and the firm as a whole. Within Avaya marketing and sales are very separate functions with each focused on their own tasks and objectives. This is evident from the funnels which are completely separate and identify no overlap between the functions. It appears that each team has developed processes in isolation, meaning that there is no alignment or collaboration between the groups. One of the key hurdles standing in the way of effective demand generation is the leads generation process. The case study highlights that the prospects from the marketing team were viewed in terms of a set of criteria, however this criteria appears to be set by the marketing team and varied greatly across different markets. This is in contract to the leads generated by the sales team who spent a lot of time upfront assessing the attractiveness of an opportunity by really understanding the prospect company, their interest level and how Avaya could provide a solution. This gap between the lead qualification process results in the sales team spending considerable time requalifying any leads from the marketing team to understand what the customers problem is and what an Avaya solution would look like (this is not an efficient use of their time). In order to make strategic choices about your customers, all relevant teamsShow MoreRelatedStrategic Management of Technological Innovation1157 Words   |  5 Pages M. A. (2005). Strategic Management of Technological Innovation. London: McGraw-Hill/Irwin. In this study, Innovation is the process of exploiting new ideas that that will lead to creation of new products or services. This does not mean that, invention of new idea is what is important but also bringing that idea to the market and putting it into practice as well as, exploiting it in a way that will lead to new services which improve the quality of new idea. Strategic management is the process ofRead MoreEssay on Telstra Marketing Strategy1566 Words   |  7 Pagesover 19 countries worldwide (Telstra Annual Report, 2005, p.12). STRATEGIC BUSINESS UNITS A strategic business unit is â€Å"an organisational unit within a larger company that focuses its efforts on some products markets and is treated as a separate profit centre† (McGuiggan Quester, 2007, p.110). In order to have a strong customer focus and improve their operations, Telstra organisational structure consists of strategic business units (Telstra Annual Review, 2005, p.12-13) as below: †¢ TelstraRead MoreTelstra Marketing Strategy Essay1636 Words   |  7 Pagesover 19 countries worldwide (Telstra Annual Report, 2005, p.12). STRATEGIC BUSINESS UNITS A strategic business unit is â€Å"an organisational unit within a larger company that focuses its efforts on some products markets and is treated as a separate profit centre† (McGuiggan Quester, 2007, p.110). In order to have a strong customer focus and improve their operations, Telstra organisational structure consists of strategic business units (Telstra Annual Review, 2005, p.12-13) as below: †¢ TelstraRead MoreInternal And External Threats Of The Computer Security1614 Words   |  7 Pagesinter-agency information also presents a degree of risk that it did not before. The Computer Security Act focuses on the program management, implementation, and evaluation of aspects of the security of systems and the information contained within (High, 2014). IT security at IT Solution is performed at all levels (enterprise, business line, and regional) of the agency. 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