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As a sales automation specialist, SELLSATION offers adequate and scalable sales automation CRMs to ease its clients’ sales operations. SELLSATION automates and standardizes sales processes to improve sales reps’ productivity and promote best practices throughout the organization. It helps navigate sales & business development teams through the best practice sales processes which ultimately leads to higher deal conversation rates and revenue growth.
In an interview with CIO Applications, Thomas Kattnigg, CEO of SELLSATION, shares his insights on how they help their clients acquire new customers and retain the existing ones.
Could you give us an overview of the SELLSATION?
In 2015 Claus Ganzberger laid the foundation for SELLSATION in Austria. He was a sales manager for his family business “Actual Windows”, a very well-known manufacturer of windows and doors in Europe. They were trying to introduce CRM software into their processes, but not a single solution fit their business needs. Consequently, Ganzberger decided to develop the process-driven CRM that visually reflects the way companies work, and which can be adapted by any company in just a few days generating immediate value. The vision behind SELLSATION was to create a powerful yet simple Sales Automation CRM that empowers users at lower costs through fast implementation times. I joined him as an advisor and later became co-CEO of SELLSATION. Visualizing data und processes has always been the key to our customer’s success. We offer a business development sales environment that provides a visual pipeline of moving deals and associated tasks. The clients also have clear insights on the amount of money and resources they have at each step of their process and the associated probability of closing.
Enabling collaboration between various departments has also been a focus point from the start. For instance, if a business development team is bidding on a project, an estimator or technician can add information or perspective to it that triggers workflows and the approval system. We also have construction management companies use SELLSATION for their talent acquisition process and link candidates with their business development opportunities.
Additionally, we have embedded a marketing suite into our solution that enables marketing and sales alignment.
What are the challenges currently prevailing in the market, and how do you solve them?
While talking to the head of sales and the VP of organizations’ sales, we have observed a specific pattern in their collective pain points and objectives. For the last few years, everyone was exploring artificial intelligence and digital workspaces. With the current pandemic, the workforce is functioning remotely or from home, and online collaboration has become more prevalent due to necessity. Even construction, manufacturing, and other traditional companies are kicking off the digital revolution as they realize the urgent need for collaboration tools and sharing essential data in a decentralized way. Moreover, there is a trend of moving away from more traditional IT infrastructure and hardware, and into the cloud— understanding overall business processes better, and simplifying management. We have been meeting clients’ business needs surrounding process management, scalability, digital workspace, cloud-based CRM, visualizing processes and automated workflows. Our main objective is to translate a strategy such as sales, recruiting, and marketing into one infrastructure. We help CIOs break down existing processes optimize and automate them in a virtual visual overview.
Please elaborate on the features and functionalities of your solution?
A few years ago, organizations used to purchase a single module of CRM platform and then upgrade to other modules later. Most of the time, these modules are different products from two different companies embedded into infrastructure through acquisition. In other words, companies offered entirely disparate products as an add-on to an existing solution that doesn’t integrate seamlessly and has different user experiences on both platforms. Unlike others, we wanted to be a specific player in certain industries and didn’t take a generalized approach pretending that we are the best solution for any use case. Instead, we developed preconfigured setups for specific industries to best reflect and ease pain points that we learned our clients are facing. We also opted out of the idea of building a SELLSATION partner network and associated revenues in the service industry and rather design a product that can be controlled and administered by clients themselves. With a quick onboarding of four to eight weeks, we roll out the product and certify the users to manage and maintain the product entirely on themselves. For instance, if a client starts a new business segment or sells something unique they need to capture different data, build a new team and add a new hierarchy to the structure. Utilizing our product, the client can handle all of these on their own. We have created a self-service product that dramatically lowers cost over time for companies. We focus all our strength and features around pain points of specific industries such as construction and manufacturing companies with similar needs. Our product helps visualize and automate processes, interact with other departments, inventory systems, and finances, including calculating contract values at a specific point in time, breaking contracts into different installments, and forecasting the cash flow.
What is the process that you follow while delivering your solution?
We have a three-tier user license that ranges between $80 to $115 a user per month. We offer a complete consultation to our clients before delivering the product to better utilize it according to their needs and processes. The clients have full control of their data and do not need to hire SELLSATION consultants to build new processes or reports. Our product is visually intriguing with a user-friendly interface that immediately reflects and represents the client’s data rather than current lists of data. Moreover, with the easy and cost-effective implementation of SELLSATION, we save up to 70 percent of clients’ implementation costs. Our objective is to minimize long term costs.
What does the future look like for SELLSATION?
We have recently launched a new high-end reporting dashboard suite and are now focusing on enhancing our product. Our focus is not only to add new features, we are using the feedback of our clients and based on that are improving and enhancing existing features. We are also planning to introduce an AI-driven sales manager in 2021. This new add-on allows sales reps to self-manage. The product will suggest what to do next, depending on the project’s status quo or opportunity, and enable salespersons to compare their performance with the top sales reps and find the extra efforts they take. This add-on will automatically perform many sales managers’ functions, allowing them to dedicate more time to an in-depth analysis of underlying data for better decisions. Lastly, we focus on building integrations to leading products in different spaces such as project management tools for construction companies and inventory tools for manufacturing, and finding more accessible connection points and pre-configured integrations.