Accenture Communications Solutions
Accenture Communications Solutions
Accenture Communications Solutions
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Channel Transformation<br />
Sales Force Transformation<br />
Consulting and outsourcing services to help providers drive more growth from their existing sales force, penetrate<br />
new markets more effectively and sell increasingly complex solutions at lower cost.<br />
Challenges and opportunities<br />
From a sales and marketing perspective,<br />
today’s communications companies are<br />
facing a number of pressures related to<br />
increased competition, high costs, channel<br />
complexity and workforce-related issues.<br />
The very nature of the sales organization<br />
is changing as carriers transition from<br />
selling wireline and wireless offerings to<br />
selling convergent, value-added products,<br />
as well as managed and professional<br />
services. Companies also are expanding<br />
into more global markets and pursuing<br />
growth in new customer segments such<br />
as small and medium businesses. Evolving<br />
customer demands require more agile sales<br />
strategies and far more flexible incentive<br />
management programs.<br />
Achieving these important goals can be<br />
difficult for carriers, however, because<br />
of inefficient sales processes, misaligned<br />
organizational competencies and increasing<br />
costs. Traditional workforce capabilities and<br />
selling behaviors also can be a hindrance. In<br />
today’s more complex selling environment,<br />
new attitudes and performance behaviors<br />
are needed from the sales force. Solution<br />
selling, for example, requires better<br />
collaboration across functions, a focus on<br />
new kinds of buyers and improved incentive<br />
management capabilities.<br />
How <strong>Accenture</strong> can help<br />
The <strong>Accenture</strong> Sales Force Transformation<br />
offering is a comprehensive suite of<br />
analytical assets, methodologies and<br />
implementation services, as well as marketleading<br />
business process outsourcing<br />
capabilities. This solution can help chief<br />
sales officers meet the challenges of a<br />
converging, multi-product world and<br />
achieve high performance. Our offering can<br />
help service providers drive more growth<br />
from their existing sales force, penetrate<br />
new markets more effectively and sell<br />
increasingly complex solutions while<br />
keeping costs for sales and operations low.<br />
Sales force transformation is a holistic<br />
endeavor, focusing on several interrelated<br />
components:<br />
• Sales channel optimization: Selecting<br />
an appropriate mix of direct and indirect<br />
channels for taking new services to<br />
market and penetrating new customer<br />
segments.<br />
• Incentive compensation management:<br />
Aligning incentive compensation<br />
capabilities with sales strategies.<br />
• Sales operations: Standardizing and<br />
centralizing sales processes to improve<br />
sales productivity while reducing<br />
expenses and costs.<br />
• Pricing efficiency: Increasing top-line<br />
growth by reducing price leakage and<br />
improving the effectiveness of deal<br />
management.<br />
Our sales force transformation offering<br />
consists of two unique and distinctive<br />
types of solutions to address the sales<br />
and marketing needs of communications<br />
companies:<br />
Sales and Channel Services<br />
This solution provides an analytical<br />
approach that enables communications<br />
companies to assess their sales capabilities<br />
and balance resources across sales<br />
channels. It consists of tools and methods<br />
to rapidly build strategy, capabilities and<br />
infrastructure. The solution also offers<br />
technology-enabled processes and solution<br />
architectures to enable routes-to-market<br />
across customer segments.<br />
Sales Operations Services<br />
As a result of diversifying product<br />
portfolios and adding new customer<br />
segments, companies must redefine<br />
what types of tasks are to be overseen by<br />
sales operations. By understanding what<br />
companies are actually spending on sales<br />
operations, re-engineering those sales<br />
operations and delivering an end-toend<br />
operations solution, companies can<br />
increase their cost savings and reinvest<br />
sales representatives’ time into revenueproducing<br />
activities.<br />
Based on our experience driving high<br />
performance for companies across<br />
a wide range of industries, our sales<br />
force transformation offering can help<br />
communications companies achieve a host<br />
of important potential benefits:<br />
• Increased speed to revenue for new<br />
products, segments and markets.<br />
• A 15 to 20 percent improvement in direct<br />
sales force productivity.<br />
• A 35 to 55 percent decrease in operating<br />
expenses.<br />
• Reductions in revenue leakage of 5 to 9<br />
percent.<br />
• A decrease in incentive overpayments by<br />
as much as 60 percent.<br />
High performance delivered<br />
<strong>Accenture</strong> has delivered sales force<br />
transformation solutions that have helped<br />
a range of communications and high-tech<br />
companies around the world advance toward<br />
high performance. For example, for one<br />
global communications equipment provider,<br />
we designed and implemented a front-office<br />
sales factory transformation program that<br />
helped the company reduce cycle time from<br />
lead to order by 50 percent. We defined a<br />
scalable operating model—pricing, quoting<br />
and contracting activities—to support a<br />
front-office sales factory.<br />
Why <strong>Accenture</strong><br />
<strong>Accenture</strong> offers a truly holistic approach<br />
to sales force transformation that can<br />
be tailored to the needs of a company.<br />
<strong>Accenture</strong> is a comprehensive solution<br />
provider offering end-to-end integration<br />
of customer strategy, business process<br />
design, advanced technology solutions and<br />
business process outsourcing across the<br />
sales and marketing function.<br />
<strong>Accenture</strong> also leverages strong technology<br />
alliance relationships across a number<br />
of companies so that the technologies<br />
chosen for a solution are appropriate to the<br />
client’s needs, instead of being selected for<br />
proprietary reasons.<br />
<strong>Accenture</strong> <strong>Communications</strong> <strong>Solutions</strong> 11