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Xmonic becomes new division of Imparta |
Date : Jun 2006 |
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Imparta, now one of the UK's largest companies offering sales and marketing
effectiveness services to major organisations, has added a new division by
acquiring the assets of Xmonic, a specialist in key account management, for an
undisclosed amount.
Imparta's growth has averaged 63% per year for the past 4 years, with turnover
reaching £4.2m in 2005 and further growth expected into 2006. Imparta's success
in driving quantifiable performance improvements across an organisation has
been built on its expertise in blending traditional training methods with
advanced technology-based training and reinforcement components. These include
e-learning, simulations, skills assessment; application tools and
performance/ROI measurement.
The acquisition of Xmonic brings specialist expertise in key account
management, along with a software platform called RM3. RM3, designed to support
best processes in key account management, was created as a result of
experienced sales practitioners recognising account teams' need for a
collaborative environment in which to develop strategy, implement plans, and
manage the profitability of specific accounts.
Imparta's CEO Richard Barkey explained: "We're delighted to be deepening our
expertise in this area. Imparta's aim is to become the global supplier of
choice in sales and marketing effectiveness and expanding the support we can
offer clients in driving their revenue and profit performance is a key
component of this strategy".
Xmonic principals Keith Francis and Tom Harris now join the Imparta team,
adding their extensive expertise and experience to Imparta's existing strengths
in sales, marketing and leadership.
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Reuters pilots RM3 for remote teams
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Date : Apr 2005 |
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One of the first users of RM3 - the browser-based expert key and global sales
account management system from Xmonic Ltd - has used the system to allow remote
teams to create, discuss and amend account plans in real time.
Reuters, the global information company, has been using RM3 to manage one of
its accounts which is based in Australia, but which has account managers
working not only in the same country as the account, but also in Japan,
Singapore, Hong Kong and London.
Describing the benefits that RM3 brings to the management and planning of such
an account, Reuters' head of CRM operations for Sales, John Spillane says:
"RM3's ability to get people who are geographically dispersed and working in
different time zones sharing the same methodology in account planning by
accessing the same screen on-line has been extremely useful. The system is
secure, yet available to everyone who has permission to access it."
RM3 applies a completely different approach to sales automation. It uses expert
systems to display information that the sales team needs first, rather than
traditional data fields. This has a big impact on the way the system is used,
so that account management becomes not simply about entering and sharing data,
and in the case of Reuters, means that the system has been used both at top
level and by drilling down for data.
Built for "real world" applications, other features of RM3 include a one-page
account summary that shows what actions are required on the account, who should
action them and when, allowing team leaders to obtain a good overview of an
account's status when they sign on.
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