Wavoka

Wavoka was looking for a web-based tool that would help their customers manage their sales pipeline. While sales force automation is not revolutionary in and of itself, most available automation tools focus on relationship management elements and not on accurate, fact-based forecasting, one of the most vital functions of sales management. Armed with such a tool, Wavoka would be an indisputable leader in the sales consulting field. Years ago, Fritz Gartner, founder and principal of Wavoka, began to crystallize his vision for the ideal sales management tool. Sales managers that have an easy way to determine important pipeline information would benefit in several ways. They would be able to establish a common understanding of the value of opportunities, align behavior of their sales organization with corporate strategy, establish accountability for results, and better focus their organization on the highest priority opportunities, allocating resources based on facts. The entire sales organization would also benefit from such an application because automated reporting would allow them to spend their time selling rather than preparing reports. Planning and forecasting would be greatly simplified, and communications with finance team members would be better facilitated. It would be much easier to provide status updates for clients. Finally, continuity would be easier to maintain during personnel changes.