Sales and Marketing Management

NetSuite’s CRM+ includes a complete range of functionality for an organisation to manage it’s sales processes and marketing acitivity. This enables businesses to forecast demand more reliably and maximise the effectiveness of marketing spend. These facilities are available via mobile access and can be integrated with social and productivity tools.

Management of Sales

The management of sales functionality includes sales forecasting and quota management, incentive and compensation management and quote and order management.

The system allows the users to keep information about opportunities, quotes and estimates categorising each transaction as to its chance of success. The sales-forecasting can be as sophisticated as required by an organisation, with weighted measurements which can be adjusted as deals progress. Because it can check forecasts against quotas and actuals, the system can be used to provide more accurate sales forecasting and variances.

CRM+ includes an incentive management module to help the design, tracking, approval and payment of commission plans. Compensation can be based on a variety of criteria e.g. quota, quantity sold, profitability, service. Commissions can be on a linear, marginal or target factor scale, and can include indirect commissions to managers etc and split commissions. It can give sales teams a clear picture of their incentives and payable commissions and provide management with comprehensive analyses of the effectiveness of such plans.

NetSuite’s CRM+ takes account of pricing and discount rules as well as tax and shipping-rates to make both quotations and orders more accurate. It also provides an ‘upsell’ function so that during order capture whoever is processing the order can be presented with recommendations based on earlier buying patterns.

Marketing Automation

The marketing automation function of NetSuite’s CRM+ contains all the features necessary to set up, manage and analyse marketing campaigns. Details of leads can be imported or created manually. From the data the system can determine whether the new lead is part of an existing record to prevent creating redundant records. Some NetSuite customers use the email address as an indicator of an existing record, but the company name, postcode or telephone number could be a good indicator for some customers. Leads can be given a source code to identify for example if a lead has come via the website or an advertising campaign.

Campaigns can be set up to include a number of separate events. These could include attending a trade conference, direct mail (email or post), advertising based (on line, via broadcast media or printed) or telephone based. NetSuite can maintain details about the campaign
Including costs (in terms of money and time), number of leads generated or proportion of leads converted into prospects or customers and the amount of business generated by a campaign or each event within a campaign.

The information available allows organisations to get most out of marketing spend and tailor their marketing to meet the objectives of the business.

Flexible Access

Support is offered for iPhone, Blackberry and Android devices to allow access anywhere to business reports and metrics such as key performance indicators. Mobile Access also provides access to calendar information and to see customer and opportunity details. This allows the sales team access whilst on the move, at home or when with a customer or opportunity.

Using its SuiteSocial platform NetSuite integrates with standard social solutions e.g. Yammer and Qontext as well as with leading email and productivity tools e.g. Microsoft Outlook and Google Apps (via partners). The Microsoft Outlook integration supports calendar and contact synchronisation. Keystone Data have produced a Google App, NetSuite Bridge for Google Apps which allows users to update contact information from Google to NetSuite.