Compare that to the finance department, who is tasked with putting controls in place and timely payments occur to keep the company awash in cash. The system barriers further divide the teams and creates the dreaded “multiple version of the truth” problem.
How can we bridge the divide amongst teams, view the customer holistically and ensure the customer perceives the organisation as a single, cohesive company?
Most organisations rely on multiple systems for the Order to Cash – or what we like to call Opportunity to Cash – process.
In no man’s in the middle, we usually see an unhealthy dose of spreadsheets and custom applications to bridge the gaps and to create orders and invoices. Research from Aberdeen, “The Order-to-Cash Cycle: Enhancing Performance with Process Automation,” sheds light on a better way to operate.
Sales and finance need a new way to work together, especially in the age of virtual business models where workers are geographically distributed. The opportunity to cash process can be conducted in one system, with no re-keying and without fancy spreadsheet manipulations.
The cloud is also bringing social media capabilities to finance departments, transforming how they collaborate inside and outside their department – even with the sales department. For instance, the receivables, sales and services team can collaborate on solving a customer issue, such as a late payment by creating a Chatter stream or thread on the collection effort. According to Aberdeen, improving efficiencies addresses best in class companies’ top pressure of cost, as well as their most-cited business goal of lowered DSO. One company that serves as an example of what cloud computing can do is DenMat, a 30-year old, global dental manufacturing company with more than 400 employees and 23,000 customers. Most companies don’t realise how fractured systems and stifled communication are wreaking havoc on their business until they move their applications to the cloud. About UsBCW (Business Computing World) is a leading point of communications between business technology leaders and their audiences. At the same time, however, for many, it perhaps feels like cloud hasn’t come far enough - once users get an appetite for technology they want the IT version of the moon on a stick.
This is putting increased pressure on already pressurised IT departments and means business and tech decision makers have to provide even more leadership and guidance then ever before. In our first IT Pro report entitled Cloud Computing in 2012, we looked at what cloud is and pondered its potential for business transformation. This report aims to move the story on and arm IT professionals, managers, directors and C-level executives with greater insight into not just what cloud can do for their business, but the other factors they must consider. So how can the two co-exist and what do businesses need to bear in mind and do to get there? Security and privacy continue to be major concerns and barriers when it comes to cloud adoption. We also run down the storage options available to businesses to help you make the right choice for your organisation. This report also features cases studies from the Alzheimer’s Society, Cancer Research and Lamborghini so business and technology decision makers can benefit from the experience of others when it comes to the cloud.
All in all, we hope this report provides you with answers to some key questions and leaves you feeling ready to take cloud to the next level in your organisation rather than taking a step back. Over the past few months, I have attended a number of business and technology symposiums globally. Whilst I am loath to talk specifically about a piece of technology, these 2 diverse business challenges did bring one to mind.
In my experience Dialer technology has had somewhat of a chequered past, particularly in an on-premise legacy environment.


Over the next number of weeks I will be covering specific aspects of Dialer technology in more detail but in this blog I wanted to first re-introduce some of the fundamentals.
Progressive Dialling mode gives the agent a screen pop of the customer record whilst the system is making the call.
Predictive Dialling mode is when the system only delivers live answered calls to the agents along with a screen pop of the customer information.
The typical talk time in terms of minutes per hour (agent efficiency) increases steadily with more advanced Dialling modes; going from an average 12 minutes per hourhour for manual Dialling, up to 18 for preview, 32 for progressive and 45 minutes or more when using Predictive Dialling. You need to consider inbound and call blending options as well as your outbound operations. About Emma GrahamEmma is currently Business Marketing Manager at BT Ireland with key areas of responsibility being Strategic Marketing, Stakeholder Engagement.
Emma is a Communications professional, having worked in the industry for 20 years in agency, freelance and in-house capacities. Clients like working with us because we’re smart and straightforward about growing their brand.
Please fill out the info below for a live demo of FUSION, our multi-channel marketing solution. We have received your request for a live demo, and a Bluewater team member will connect with you soon. A recent study finds U.S small and medium business technology buyers are investing more in cloud-based services.
AMI-Partners conducted the study and found out 15 percent of spending is allocated toward cloud services, up from 10 percent last year. One of the biggest trends the study found was of SMB buyers purchasing bundled cloud offerings rather than the stand-alone applications. ExecutiveBiz is dedicated to covering the government contracting sector from the perspective of the executive.
Over the years, the relationship between sales and finance has been fraught with friction created by what appears to be conflicting goals. This Yin and Yang situation is further aggravated by the fact that most companies utilise entirely different business applications to run the respective departments for Customer Relationship Management (CRM) and Accounting. Unfortunately, the first person to witness the departmental divide is the customer, dealing with two very different entities. These fragmented systems and processes introduce manual steps, which snowball into unnecessary errors and exacerbate the divide between sales and finance. One great example is Salesforce Chatter, a collaborative tool that creates a tie between all your people and the information in your cloud based systems. The stream is attached directly to the account along with sales, services, invoicing and payment history, providing one location for all the hard and soft communications surrounding a customer. Their research examines how best-in-class companies achieved significant performance improvements by automating processes, integrating systems and centralising data.
DenMat moved all of its sales activities into Salesforce CRM and all of its paper-based accounting data and processes into a new cloud accounting solution. The cloud is a single foundation with a single set of accessible data serving everyone in the company as one team: a winning combination that streamlines processes for improved costs and better customer service.
Jeremy was the driving force behind the creation of FinancialForce in 2009 with investment from UNIT4 and Salesforce. It provides knowledge sharing and networking opportunities to help business technology leaders be more effective in communicating analysis and insight on information technology trends, to help the understanding of IT's role in achieving business goals. Everywhere we look, the cloud seems to be there - it’s like the industry is a film with the cloud on an overt product placement mission.


It would be wrong to suggest every business, in every sector, is going to rip and replace what they’ve always had and go 100 per cent cloud. Two of the symposiums in particular served as a very timely reminder of the macro-economic climate that we live in i.e. Its one that doesn’t get a huge amount of attention but is clearly relevant to both agendas – THE DIALER.
The evidence is there for all to see, as there is now a growing number of organisations really putting the Dialer to very effective use in their businesses. The agent has time to review the record, but only for as long as it takes for the customer to answer. In these statistics alone, you can see how a business case starts to build up extremely quickly if you are currently operating in a manual mode. An outbound solution with predictive Dialling will increase your talk time, that much is guaranteed, but it’s also about your business processes and management approach.
If you are interested in learning more about the benefits of Cloud Dialer services, please get in touch!
She has much previous experience also in Internal and External Comms, Project Management and implementation, Dissemination, Crisis & Issues Management and PR.
In order to post comments, please make sure JavaScript and Cookies are enabled, and reload the page. Spending several years in sales and marketing roles at a local franchise level, MaKenzie has a unique appreciation for bringing big brand power to the local level. Sales people are laser focused on winning new customers, and are trained to do whatever it takes to close a deal. While you can follow people just like Facebook, you can also follow accounts and transactions.
Built on the same cloud platform as Salesforce CRM, the accounting software delivers real-time data visibility that helps sales, services and finance work together.
Prior to launching FinancialForce, Jeremy was instrumental in the success and global expansion of CODA, a UK-headquartered public company specialising in enterprise accounting applications. By its quantitative nature, it lends itself well to the construction of a strong business case and once deployed the measurement of its impact on a business is very straightforward to assess. In her spare time, MaKenzie can be found near good food (in Minneapolis restaurants or her own kitchen!) or spending time with her awesome husband and baby daughter Jovi. Our clients often say they have a REAL connection with us, and we work hard to keep it that way. We create a personalized marketing solution that wraps around your identity and your needs, to get the right message to the right person at the right time.
SMBs showed a strong preference for obtaining software-as-a-service, while 11 percent preferred a single service. DenMat eliminated the need to go to IT for reports from its various legacy systems and immediately recovered $200-300K in new found efficiencies.
In 2008, Jeremy led CODA through its acquisition by UNIT4 and its successful integration with its new parent, creating one of Europe's top 10 software vendors. Jeremy began his career at IBM, after which he joined ISV Lychgate where he held a number of senior systems engineering and sales roles. He is also co-author of “Beyond Governance: Creating Corporate Value through Performance, Conformance and Responsibility”.



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