Implementing SFA at Quantium Technology Essay

Quantium Technology (founded in 1989) was an innovative technology company that provided data processor hardware and software for large enterprises. It had heavy(p) to become a leading provider of enterprise servers and specialized deformstations which were known for their reliability and security. Quantium was an enormous beneficiary of the dot-com boom, moreover struggled after the bust and the recession. In 2004, Anne Rothman was the advanced Executive Vice President of globose Sales and she felt that gross revenue deplume automation was one of Quantiums biggest challenges. on that point were numerous problems with the existing SFA software root word Siebel Sales. Sales representatives were abandoning the system, gross sales managers were complaining that the sales pipeline data was non accurate.The system did not appear to be change magnitude win rates or reduce the sales cycle as expected. aft(prenominal) the internet bust, competition had commoditized the serve r marketplace by offering cheaper servers that were closing the effect gap. Quantium moved from being a growth company to a beginnings company. The sales reps had to compensate by focusing on trading issues and business problems instead of technical features. besides the team selling approach was not quite successful. Sales managers and company executives complained that they did not have reliable information on the company sales pipeline. To rectify these problems, Rothman started interviewing the populate associated with consumeation of the SFA program. SFA was also the core of more CRM applications. The key SFA elements were opportunity management and sales forecasting. Siebel was selected as the SFA software to be enforced.This was implemented with the help of IT specialists and assistance from IT consultants and system integrators. The IT team was pressured to deliver the best possible solution as there were differences as to whether to implement the standard product or its customized version. A training program was rolled erupt to get the entire sales reps and managers up to speed on the new SFA tool. As the system was being rolled protrude and put into operation, performance problems emerged from the field and it was associated with Quantiums existing outdated technology infrastructure. The sales reps especially faced a bay window of problems and were hesitant to use the system with a steep learning curve. Rothman went over the biography of SFA implementation as well as the current status. She has identified the implementation mistakes and has to remember a solution to make SFA work at Quantium.