Contents
Situation Analysis 2
Problem Statement 2
Solution 3
Development of a Sales Pipeline 3
Sales Resources 3
Marketing 3
Sales Budget 4
How to Solve Sales Problem 4
Focus on Enterprise Business 4
Pro-Active Selling 4
Revise Group Quota System 5
Situation Analysis
The case begins with Dave Hersh, CEO of Jive Software, convene a meeting of all hands and he was looking at shell-shocked faces of Jive Software employees. After a year of record sales in year 2007, Jive has increased its sales force strength too quickly to match the sales growth and sale force started to miss the sale quota and his plane of sale in the third quarter of 2008. Hersh was forced to make one last massive layoffs, which has been released on 20 percent …show more content…
While in University Matt and Bill created open source website by the name CoolServlets, which was huge success and started to earn money through ads on the website. They left open source to form Jive Software which was bold step. The Jive's reputation firmly put them to the forefront in the market as the leading provider of social networking for enterprise which in essence gave them an advantage over their competitors. The highlight for Jive Software Company is its focus on the target market. The customers would include developers of the product and support innovative communities. However, these are the small and medium enterprises, at the same time the company also maintained relationship with big customers in all aspects of their product offering. As for the geographically regions, the nature of their business was such that there were no limitations as to where Jive could not sell their product …show more content…
This will allows Jive to see which companies would get the greatest benefits out of using Jive's social networking enterprise system and to rank them accordingly.
Manage Sales Resources
The number of resources required to manage all the sales opportunities in the pipeline is vital in the face of slowing growth and decreasing sales. Jive need to get the number right in term of how many sales reps or account managers as they are referred in Jive, sales engineers, technical support and field service engineers do they need to keep the cost low and increase the sale at the same time. In addition these resources will require the relevant training in sales, customer support, the CRM information system as well as the Jive product suite itself to pitch the sale and bring customer on board.
Marketing &
Situation Analysis 2
Problem Statement 2
Solution 3
Development of a Sales Pipeline 3
Sales Resources 3
Marketing 3
Sales Budget 4
How to Solve Sales Problem 4
Focus on Enterprise Business 4
Pro-Active Selling 4
Revise Group Quota System 5
Situation Analysis
The case begins with Dave Hersh, CEO of Jive Software, convene a meeting of all hands and he was looking at shell-shocked faces of Jive Software employees. After a year of record sales in year 2007, Jive has increased its sales force strength too quickly to match the sales growth and sale force started to miss the sale quota and his plane of sale in the third quarter of 2008. Hersh was forced to make one last massive layoffs, which has been released on 20 percent …show more content…
While in University Matt and Bill created open source website by the name CoolServlets, which was huge success and started to earn money through ads on the website. They left open source to form Jive Software which was bold step. The Jive's reputation firmly put them to the forefront in the market as the leading provider of social networking for enterprise which in essence gave them an advantage over their competitors. The highlight for Jive Software Company is its focus on the target market. The customers would include developers of the product and support innovative communities. However, these are the small and medium enterprises, at the same time the company also maintained relationship with big customers in all aspects of their product offering. As for the geographically regions, the nature of their business was such that there were no limitations as to where Jive could not sell their product …show more content…
This will allows Jive to see which companies would get the greatest benefits out of using Jive's social networking enterprise system and to rank them accordingly.
Manage Sales Resources
The number of resources required to manage all the sales opportunities in the pipeline is vital in the face of slowing growth and decreasing sales. Jive need to get the number right in term of how many sales reps or account managers as they are referred in Jive, sales engineers, technical support and field service engineers do they need to keep the cost low and increase the sale at the same time. In addition these resources will require the relevant training in sales, customer support, the CRM information system as well as the Jive product suite itself to pitch the sale and bring customer on board.
Marketing &