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overview introduction benefits technology | |
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The MarketShare Issue Management Module empowers
product line executives to increase revenue by identifying, ranking, and
managing the most critical sales issues for their product lines.
PROBLEM Product line and marketing executives continually battle a wide array of issues that are impacting revenue, especially for new and emerging products. Whether the issue relates to features, packaging, competition, pricing, channels, sales tools, target market, service, or international markets, missing or responding slowly to just one issue can result in millions in lost revenue. Many product line executives have only their personal networks and ad-hoc tools to monitor how well their products are being accepted on "the front lines" around the world. Their task is complicated further when internal viewpoints don't match the reality in the field. SOLUTION With the Issue Management Module, product line executives have an ongoing, systematic process for identifying and addressing the issues that are blocking the most revenue. An automated process speeds issue identification, estimates the total revenue impact of each issue, provides a workflow for investigating the most critical issues, and enables "closing the loop" with status and action plans. A breakthrough methodology estimates the revenue impact of each issue based on the total number of accounts impacted and the severity for each. The result is that the most critical issues can be clearly pinpointed on a regular basis and then addressed rapidly and effectively by the product team. BENEFITS Drive increased revenue Make a direct impact on the top line by focusing precious marketing and product line resources on the issues that are blocking the most revenue. Accelerate time to volume Newly launched product lines always suffer from unexpected issues that hinder sales, especially in the first few months. By detecting and resolving issues quickly, managers can accelerate the time required to reach a product line's full run rate. React to market changes more quickly Instead of waiting for issues to trickle in and take months to become clear, product line executives identify critical issues almost immediately and have the data to follow-up and drive action. Stay aligned with sales Get the consensus from the entire sales force rather than making assumptions based on conversations with just a few people. Know exactly what the sales team thinks and needs--in their own words--and automatically keep them abreast of the latest status. Drive action with detailed data For every issue, view detailed data such as which sales people reported the issues, which deals are impacted, and which customers are involved. Having the essential facts drives more effective follow-up and more rapid resolution. |
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Click here to request a brochure or an online demonstration for the Product Issue Management application. |
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