Are your sales team disconnected from your operations and finance functions?

The commonly accepted practice is for the sales team to have their own CRM system, used to maintain contact information and manage the sales pipeline process. However, at an organisational level, this disconnection is suboptimal.

The role of the sales team is to bring in new business, and depending on how you work, also to sell extensions to existing agreements (change orders). However, often the latter is managed directly by the delivery/project managers using a separate process without access to the CRM platform, rendering the business pipeline view inaccurate. If your CRM system is non-transactional (as the vast majority are) the generation of a contract related to an opportunity record will entail some degree of manual processing, spreadsheet pricing models and word documented contracts. The relationship between the actual contract being negotiated and the values shown in the CRM system can easily drift apart and create inaccuracy at exactly the time when the data should become firm.

This dissonance between the sales team reports and actual contracts executed is common if not the norm. It is accepted because constructing a CRM system that actually executes a contract has previously proven too difficult given the functional model limitations of stand-alone CRM platforms.

What does Harmony do that is different?

Harmony’s CRM area operates in a full transactional manner building quotes and orders based upon service catalogue contractual offerings, fully described with related purchasing pre-defined. Thus the sales team is occupying a shared workspace with operations and finance functions, creating clarity and complete pipeline reports.

Harmony’s products, as built and defined within the service catalogue, are fully formed offerings containing their individual commercial behaviours and unique contract terms. By adding them to a quote/order, an executable agreement is built automatically and simultaneously modelled in the operating and finance area of the system.

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    Why does this matter?

Having the sales team build the contract directly in the management platform from a richly populated service catalogue ensures adherence to contract terms and prices, maintains visibility of discounting and eliminates hand-off errors to operations and finance.

A world where uniformity of contract and price controls are easy to maintain

A world where contracts, direct sales and projects arrive for processing correctly structured and ready to deliver

A world that Harmony creates

Rich product definition is key

Our unique approach to transactional CRM is only possible because Harmony’s product definitions are so flexible, easy to build and comprehensive. Harmony’s ability to define any contractual behaviour with configuration-only allows you to take a new contract model to market in minutes without needing specialist coding and testing.

The products sold via these contracts embody their billing cycles, renewal and indexation behaviours and even revenue recognition rules making straight-through processing from sale to invoice a reality for the first time ever.

10 Key features that power your sales team’s end-to-end effectiveness and efficiency

1. Lead to opportunity to order to contract with no duplicate data entry or interfaces to worry about

2. Auto-create opportunity from quote, supports complete pipeline reporting without additional effort

3. Auto-update opportunity value from selected quote, improves pipeline reporting accuracy without effort

4. Custom fields/notifications/WebHooks/API automation framework facilitates event-based upsell opportunity automation

5. Single opportunity, multiple quote data model prevents pipeline over-statement from potential duplication

6. Bi-directional marketing integration to Hubspot permits population and editing of custom fields from marketing automations

7. Call management and email integration eases tracking of sales process from a central location

8. Fast quote building (even highly complex quotes) supported by relational product bundles

9. Internal quote approval process controls what is released to customers

10. Flexible dashboard reporting and PowerBI integration delivers unparalleled sales performance clarity

Build complete contracts in seconds that are ready to process and deliver with automated back-to-back purchase order generation.

Harmony’s rich service catalogue modelling facilitates the development of fully described contracts that are ready to execute, either in person or on-line. Take the time to build complex quotes down from hours to seconds while eliminating errors and supporting internal review and approval processes. Model products that have service level-based pricing, directly populating the service level operated on the contract without additional data set-up.

Harmony also supports proposal text generation from product selections so that a prospect can be given either a short form quote or a full rich text proposal with image support and html formatting. This saves hours of manual proposal generation while improving standardisation across the organisation making your sales team more efficient and professional.