Common sense approach that delivers ROI...

Segway Software is a technology enablement firm that helps companies to define, improve, and control their revenue processes. We use the term “revenue processes” because we don’t view sales and marketing as a standalone set of business processes. Instead, we look at the process of finding, retaining, and delighting customers as an organization wide mission that without good revenue processes will fail to produce optimal results leading to:
          Missed sales opportunities
          Poor customer satisfaction
          Billing and legal disputes.

Companies choose us because of:
          our common sense approach
          our commitment to delivering return on investment

We don’t sell software products or push one-size-fits-all solutions. We are focused first and foremost on business process design and implementation where technology is used to enable, automate, and enhance revenue processes.

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Principle One

Streamline, automate, or remove altogether administrative tasks done by salespeople that do not relate directly to prospecting, relationship building, or closing.

Why?

Winning is everything! You pay your salespeople to sell not push paper. This means that the vast majority of their work must be focused on building relationships, finding pain points, presenting solutions, and closing transactions. The more administrative work they have to do (particularly in sales order and contract management) the less time they will spend on sales related tasks. And, for your weaker performers, the administrative work will become an excuse and a way to hide from sales related rejection.

However, providing sales support staff to manually develop price quotes, process orders, and verify contracts creates additional cost overhead and unwanted bottlenecks in the sales process. Good revenue processes emphasize simplifying complex pricing models, product dependencies, and legal language so that salespeople are empowered to create proposals without the need for additional assistance.

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Principle Two

Put product knowledge and well planned pricing strategies at the point of attack where it can be used to the largest benefit.

Why?

Sales processes that require significant involvement from sales engineers generally involve long and expensive closing cycles. There are two ways to deal with this. Improve qualifying processes so that sales engineers are only engaged for deals that have the highest probability of closing. Or, hire and train salespeople who are able to understand and demonstrate complex products without additional technical resources.

The problem is that most organizations develop pockets of “hidden knowledge” that is often not accessible during the selling cycle. Examples include:

	Engineering – technical knowledge related to product limitations, dependencies, and compatibility.
	Product marketing – marketing research knowledge related to which products and solutions work best in which markets, how to price products for different industries, and marketing materials like brochures that are targeted to specific types of customers.
	Legal – licensing, intellectual property, and warranty knowledge required to create agreements the company can deliver on.
	Finance – compliance and financial knowledge that assures profitable business and revenue that can be recognized.

Providing access to this knowledge during the sales cycle helps salespeople to create meaningful solutions for customers that can actually be delivered by the company.

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Principle Three

Do it right the first time during the sales cycle and clear bottlenecks downstream.

Why?

Obviously, winning business is the primary objective of any good sales organization. However, there is a difference between winning business and winning “good business”. Good business is business that:

	Can be delivered as promised
	Can be supported by all areas of the organization after the initial sale
	Provides true value to customers
	Encourages customers to do repeat business
	Can be recognized (revenue recognition)
	Ultimately makes the company money

Our solutions focus on building sales processes that fit within and support the overall revenue process. By building good business into the sales process, organizations gain the ability to deliver products faster, invoice sooner, and get paid quicker.

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