The Impact Of Revenue Execution On Suppliers And Customers
Due to differing goals and frequently widespread locations, efficient communication and information sharing among the varied departments can be a challenge. Adding to this challenge is the fact that these departments independently develop their own methods for storing and managing information. Typically some data is paper-based (customer contracts), while other data is kept off-line (pricing spreadsheets) or maintained in a variety of homegrown systems. While these departmental solutions do not make it easy, for example, for a field salesperson to look up customer's previous contracts or purchasing history, they work reasonably well until growth and competitive pressure lead to skyrocketing complexity. At this point ad hoc systems no longer suffice and company will investigate ERP and CRM systems to support its revenue execution needs.