Compelligence recently introuced the Compelligence App which is competitive and market intelligence software that integrates seamlessly within Salesforce.com. It builds off the strengths of Salesforce.com in that it helps sales close more deals since it extends the reach of Salesforce.com to include data from the competitive marketplace. Armed with this information at their fingertips, account reps have even more time to sell. Typically, sales people and others populate the fields at various points in the sales cycle, most notably at the conclusion of the sale in conjunction with reporting results in the Salesforce.com world. This information is shared with the sales force, but can also arm marketing and competitive intelligence personnel with current information about customers, competitors, suppliers and partners as well as market trends. The Compelligence solution enables sales teams to win competitive deals faster by providing them with on-demand, customized sales strategies that are tailored to each deal.
The Compelligence App is the only app on the market that can provide sales people with customized competitive sales strategies directly within Salesforce.com. By simply specifying the products or services that a customer is considering, the sales person is given guidance that includes:
- Detailed competitive product or service comparisons
- Highlighted strengths and weaknesses
- Competitive sales positioning guidance
- Access to relevant content and news
When I interviewed Mitch Emerson, Compelligence President and Co-Founder, he said, “We really believe our strongest unique capability is Dynamic Comparison, where we can determine relative strengths/weaknesses between sets of specified products or between products and the rest of the industry in general. We are building this into a feature that will allow the system to create customized silver bullet lists for each sale.” Anyone who has sold or supported sales knows that silver bullets are what sales people crave, and they do help them close deals.
When I first read about this Compelligence App I thought, “Finally, a nice place to park the results of win loss interviews and the analysis in a place where sales, marketing and product developers can access it right in salesforce.com, a software they already know and use.” My customers have been screaming for this capability. Compelligence captures so much more, such as data from suppliers, partners and how the various players are positioning themselves in the competitive marketplace. Not only will Sales win more deals and improve retention rates with existing customers: product developers, marketing and competitive intelligence people will be armed with a real-time flow of data from customers and sales people that previously was not shared dynamically at best, and in many cases not shared at all.
The Compelligence solution is being used at Hill-Rom, a leading worldwide manufacturer and provider of medical technologies and related services for the health care industry. Another customer is electronics manufacturer, Jabil. The product is in beta trial at a major financial services company as well.
Compelligence’s CI software is available as through the Salesforce1 App exchange. You can walk through the demo and take it for a test drive.
Put your request here for a more detailed walk through with the Compelligence team. Mitch Emerson or one of his staff will provide the demo and answer your questions right on the spot.
Filed under: communication, competition, Competitive Intelligence Articles, competitor, connection, Cooperative Intelligence Articles, Denver, Ellen Naylor, product development, win loss analysis | 2 Comments »