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Briefing Sheet for
Senior Managers |
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| Why you need RM3
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Increasingly companies are
recognising that the escalation in supplier rationalisation means that if a
company is not a supplier today, it is unlikely to be so in the future. Account
management is the main means commerce uses to address this problem, but there
are real issues imbedding it into the organisation.
RM3 is the only means available today that can act as the vehicle to really
embed effective and efficient account management into your organisation.
RM3 is a business automation software specifically designed to support the
introduction and maintenance of effective account management. Linked with
Xmonic’s performance coaching support there really is no other way to
ensure your competitive edge within your top customers.
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| If you consider effective account
management a must have, then so is RM3. |
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| RM3 Highlights |
| It is only when you know actually
what is happening within an account and how those directly responsible perceive
the situation that you feel assured you have a sound grasp of the situation.
RM3 gives you this assurance through:
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An Executive Dashboard showing key performance
indicators of your strategic account operation |
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A quick view of your account operation’s
confidence in their plans and understanding of the customers |
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Automatic monitoring to keep you informed of any
critical changes that may have an impact on a strategic account |
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The ability to drill down into an account to view
a one page summary of the current situation or more |
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The ability to join an account team in reviewing
or developing an account |
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| Learn more about RM3 |
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| Access a management summary when ever you wish
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| Time is a real problem. Keeping up to date with your key customers
generally requires calling for reports or attending review meetings. Not
exactly an instant task and one that takes time. RM3’s Executive
Dashboard gives you immediate access to a summary of the current performance of
your strategic account management operation, on one page, and at any time.
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| Dashboard highlights |
| Opening the Executive Dashboard you will
learn:
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How your strategic account operation is performing
against plan
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Which accounts are the highest and least
performing |
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The confidence account teams have in account plans
and what they know about the customer |
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The depth the accounts teams are developing your
company’s strategic customers |
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From the Executive Dashboard you can
also select any one of your strategic customers to enter its account room.
Entering an account room gives access to its specific dashboard and an
up-to-date one page summary of the account situation including assumptions made
and actions completed and planned by the account team.
From the account dashboard you can also drill down to detailed areas of the
account team’s assessment of the account and intended actions. In this
way you keep as up to date with key events and actions to the required level
required and as and when needed.
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| Keeping you informed automatically
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| Even when you are not connected to RM3 you are kept
informed. RM3’s unique Auto Monitor function keeps a watching brief on
your strategic customers and automatically sends you an email if things deviate
to a point where you should be informed.
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| Are you the last to know?
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Many senior executives complain they are often the
last to know when things go wrong with a customer. Although monitoring customer
satisfaction scores is a good indicator, it is too blunt an instrument when it
comes to your most strategic customers. You need to know the moment indicators
suggest things are heading for a critical state.
With RM3 you set the rules when you should be informed. They could be deviations
in revenue or sales, high risk of customer dissatisfaction, or an account team
slipping in the implementation of their account plan.
When you are informed you just open RM3 and find out what is happening. If
necessary you can call an immediate emergency account team meeting from
wherever you are.
Sending an email each time a customer situation deviates from the expected is
clearly overkill for most, but not when it comes to your most strategic and
profitable accounts. You need to know when the situation in these critical
revenue earners is looking bad.
RM3 gives you that piece of mind, and what’s more you can set the triggers
to match each account’s priority
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| Access instant reports
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Reports are a common executive means to keep abreast
of what is happening in the business. The problem is they are not
instantaneous, and can be disruptive when requested unexpectedly. RM3’s
reporting is instant and current. You can receive a report on important aspects
of your account operation, or an individual customer, at anytime and from any
location.
The reporting function in RM3 is extensive. As RM3 knows who enters the system,
when they entered and what they did it is possible not only report on
information held, but the level and type of activity undertaken.
Using the industry standard Crystal Reporting, it is also possible to build
bespoke reports that match your unique requirements.
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| Real time account information
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With RM3 you can assess real time information about
your account management operations. Not just historic data that can be found in
your CRM system, but also the actions currently being undertaken by the account
teams, their assessment of the situation, and their confidence that expected
performances will be met.
You can do this in a few key strokes, at any time, and anywhere you have
internet access.
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| How RM3 differs from CRM and traditional sales
automation |
RM3 is very much about making things happen and
achieving results.
CRM systems enable your people to share and analyze customer data. Sales
automation also directs your sales people to apply sales processes, keep track
of opportunities and monitor forecasts. Both these systems play an important
role in business, yet when compared to RM3 they are more static than dynamic. |
| A new and exciting level
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RM3 differs in that it takes the whole practice of
sales automation to a new and exciting level. It is much more about the
application of information than data sharing and manipulation.
It does this through unique expert systems and tools based on best practice
account management. RM3’s interface differs from any CRM system because
it is all about the practicalities of deciding actions, implementing and
reviewing outcomes |
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| Join the account team
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| You can even observe or join an account team when
they are reviewing or planning a strategic account. You can do this from
anywhere you have internet access. When board members join an account with the
account team they not only learn what is really happening they also send a
strong message about the senior management’s commitment to strategic
customer development. |
| Reduces costs
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RM3 not only supports your people in increasing and
protecting the cash streams from your most important customers, it also will
also reduce costs.
Enabling account teams across functions and geography to collaborate remotely is
an RM3 function not found in any CRM or sales automation product. This function
alone will save considerable travel time and costs.
Yet the main savings come from its unique account management functionality that
will enable your account management people to work smarter and efficiently
saving time, money and enhancing business.
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| Increasing customer rationalisation
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For most companies, supplier rationalisation to
maintain a competitive product cost structure and expand revenue opportunities
has become a necessity. This trend is leading to more and more business across
country borders. Yet selling internationally is an alarmingly inefficient
process today. RM3 has been specifically designed to increase the efficiency
and effectiveness of cross border selling and account management.
Advances in domain expertise, management techniques, and automation have
transformed procurement into a leading contributor to enterprise value. In
addition to cost management, top-performing enterprises now use procurement to
lead market expansion, product innovation, and compliance initiatives. |
| Always reacting and squeezed margins
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| In many ways developments in sales practice and
account management have not kept pace with procurement. Many companies are
finding they are losing the imitative with their customers; always reacting and
responding to demands. While margins are squeezed the cost of doing business is
escalating.
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| Redressing the balance
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RM3 is unique in that it gives your sales and
account management people the means to begin to redress the balance. Though its
expert best practice tools and practices it enables your people to be
anticipative in the way they do business with your important customers.
RM3 action plan function turns intentions into actions which RM3 will monitor
and remind as plans turn into actual activities.
The collaboration functionality built into RM3 also enhances cross functionally
and geographic account team working. This function reduces not just the cost of
selling and servicing customers, but satisfies that increasing demand from
customer procurement for collaboration.
The way companies purchase and interact with their key suppliers is changing
enormously; RM3 is designed to keep your sales and account management
operations ahead of that change.
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| Get closer to the customer |
Corporate board members worldwide
increasingly consider it essential to keep up-to-date with developments in
their most important customers. As always the problem is time. RM3 overcomes
this restriction by giving you a fast and effective way to stay informed and
involved with your strategic customers.
Increasingly a high part of a company’s value is reflected off its
balance sheet, of which a major portion is the value of its customer base. Yet
assuring the health of your strategic customer base requires more than an
understanding of customer spending data, you need regular assurance that your
account management people are fully in control and effective.
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