Selectica Releases Guided Selling Solution

Selectica has introduced Selectica Guided Selling as a way for companies to perform needs analysis and to tailor solutions around individual customer requirements during the sales process.

Building on the company's expansion of the Contract Lifecyle Management 5 product, Selectica Guided Selling will widen access to Selectica's sales configuration solution by streamlining pricing information across all sales and partner channels and contribute to overall revenue growth.

"When you look at sales effectiveness…a lot of companies have vast product portfolios,” says Kamal Ahluwalia, chief strategy officer at Selectica. "If you have multiple products, multiple price points, and you're selling through multiple channels, it becomes really difficult to keep up with all of these things."

A solution for companies in the $100 million- to several billion-dollar range, Selectica Guided Selling was designed to usher sales opportunities through the pipeline while enabling the user to manage and update complex product information without heavy technical lifting.

"Business strategies, products, and how [a company] wants to go to market are all represented as business rules and constraints in our application," Ahluwalia adds.

Other Guided Selling features include the following:

• Defined pricing at all levels—feature, quote, proposal, and bundling;
• Customizable layouts for proposal documents;
• Messaging capabilities that let sales reps create orders with an intelligent, guided messaging system;
• Integration with CRM and ERP systems like SAP and Oracle; and
• Quotetracking to identify upsell opportunities.

One of the early adopters of the solution was Fujitsu America.

"Selectica sales configuration technology has helped Fujitsu America reduce quote approval time from weeks to minutes and has allowed our sales team and channel partners to operate more autonomously and effectively," remarked Bipin Badani, chief information officer at Fujitsu America, in a statement.

As a result, Fujitsu has been able to foster a customer-centric sales process across multiple lines of business, Badani said.

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