With the meteoric rise of SaaS based solutions over last 5-6 years, the technology industry has seen a tectonic shift with new entrants grabbing more and more clients from old and established players. The same is very much true for Sales Force Automation space as well where the customer churn rate of big players are increasing day by day. There are some good reasons why companies are switching from their tried and tested SFA vendors:
India’s FMCG industry is going through a significant change over last few years as more and more start-ups are entering this segment with new products across different categories such as snacks, beverages, cosmetics etc. This is kind of similar to the boom that FMCG industry saw in India in the early nineties when television connection in the country surged 10 times and all big players used TV as a marketing medium to reach out to end customer resulting in huge success for the industry. This time digital media is playing the similar role thanks to 600 mn+ internet subscriber base in the country. Most of the new entrants in this industry is relying on digital ads to successfully reach out to customers and this is evident from the fact that advertising revenue in Digital Media spent in India is growing rapidly at a CAGR of 35%.
Innovation in technology space is a never-ending phenomenon and same stands true for Sales Force Automation solutions as well. As an organization which has already implemented an SFA solution (or as an organization which is planning to do it very soon), you would definitely want your SFA partner to keep on innovating and releasing new features which would make life simpler and easier for the SFA users, be it your field team or your management team. While there are endless possibilities of innovation in any SFA solution, something which is particularly helpful for end-users are map-based features. With the advancement of technology and availability of paid-APIs from Google, it is not very difficult for any SFA solution provider to implement useful map-based features. Let us list down some of those features which you should check in your current or prospective SFA solution and get them implemented soon:
When we talk about Distributor Management Solution, we focus mostly on processes related to order and billing. For example, how primary and secondary order placement process will be automated, how all kind of schemes can be defined in the system and applied during billing, how invoicing and payment process can be streamlined, how claim settlement can be more transparent etc. An important aspect that we often miss is how the solution can help in improving logistics operations process. For most of the industries and distributors, logistics plays a very crucial role and at the same time it is not at all simple to manage. Complications exist due to multiple factors such as wide range of SKUs, product expiry, multiple or very large sized warehouses, vehicle route determination, excise mandated documents etc. Lack of automation in that operation not only results in lot of manual overhead and cost escalation but can also put a distributor under significant legal risk.
In some of our previous blogs we spoke extensively about why Distributor Management System is crucial for managing a large-scale channel sales operations, especially for FMCG industry. While some challenges and resistance are imminent like they are in any other software implementation, in order to sustain a good business growth (or to achieve the same) and plug all the leakages in your distribution network, sooner or later you have to adopt a robust solution.