Monday, May 22, 2006

SAVO Group - Sales Enablement On Demand - Sales Asset Mgt (SAM) as SaaS The SAVO Group is the industry’s leading provider of Sales Enablement solutions. SAVO specializes in maximizing the sales organization’s ability to communicate value and differentiation in clear, consistent and compelling ways. Through a combination of proven sales and marketing best practices embedded in an award-winning on-demand application (Sales Asset Manager), SAVO addresses ALL aspects of the Sales Enablement challenge – spanning people, process, content, and technology. These solutions have been developed and refined through long-standing relationships with companies such as Morgan Stanley, AmerisourceBergen, Citigroup, ADP, and FedEx/Kinkos. The combination of real-world client experience, an innovative consulting approach, and award-winning technology uniquely positions SAVO to deliver practical solutions to enable the entire sales organization.

According to some, SAVO's Sales Asset Management (SAM) tool frees salespeople for more rainmaking activities and has improved cross-selling strategy by teaming products together from separate departments.

SAM, a distant off-shoot of CRM-type technology, uses a browser-based platform to connect sales teams with a variety of potential sales materials in a document-management setting. Unlike shared-server portal arrangements in which salesmen grab what they want, SAM limits what can be added, reconfigured or excluded for a client presentations or PDFs. Marketing executives and relationship managers spell out the key terms and conditions on what to up-sell and cross-sell against a particular client's portfolio, creating the SAM system rules specifying which products are available and which are off-limits. If a product is not designed or allowed for certain markets, it can't be included for that region's sales pitches. If a disclaimer is required, it's automatically included.

Although a nascent market, sales enablement software has the potential to be a $400 to $500 million slice, or 10 percent, of the on-demand, software-as-a-service marketplace, according to analysts. SAAS is growing at a 20 percent annual growth rate, from an estimated $3.3 billion in 2003 to a projected $8.5 billion North American market in 2009, according to projections from IDC's Financial Insights.

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