Working in partnership with Anatec
The main reasons that Honeywell chose Anatec were their technical expertise and best practice
approach to project development.
Right from the start, using a mix of formal and informal techniques, Anatec provided the
framework for software development, defined deliverables and maintained effective project
control; this was to prove critical to the overall success of the project.
A comprehensive phase of requirements gathering, systems analysis and systems design was
carried out by Anatec. Phase 1 of SalesFunnel was implemented as planned and within budget.
SalesFunnel phase one
The initial implementation of SalesFunnel would deliver a high performance, reliable and
user friendly system that would enable:
- Web based opportunity entry
- Opportunity history
- Opportunity listing
- Top ten opportunities
- Pie and line graphical views
- Secure permissions based access
For the first time sales people throughout Europe could enter sales opportunities via a
standard web browser. This provided management with real-time visibility of the entire
pipeline and the ability to accurately report and make better informed decisions to help
achieve their overall business objectives.
Honeywell was delighted with the speed and quality of the initial implementation from Anatec,
it brought large geographically disparate sales teams together with a single process,
administration was low, it was secure, reliable and easy to use.
Honeywell moved quickly to the next phase.
Additional functionality was added to enhance SalesFunnel’s deliverables. Multiple pie
charts provided a fast and reliable view of the health of the pipeline in real-time. Whilst
associated actions and risk analysis were added to help sales people manage their
opportunities more effectively. Throughout, with a focus on quality and performance, Anatec
demonstrated an outstanding level of commitment, expertise and effectiveness.
In a changing world
Businesses, like people, change all the time; it’s organisations like Honeywell that
are prepared to embrace change that continue to succeed and grow.
Honeywell recognised that when sales people follow a good sales process their chances of
winning and closing new business opportunities were greatly improved.
A formal sales process following the Holden Methodology™ was introduced to further
support the sales organisation. Around the same time Mark Rand, IT Director EMEA, Honeywell
Building Solutions got involved with the SalesFunnel project for the first time. His first
priority was to ensure it continued to meet the business’s changing requirements, which
included sitting within the framework of Holden’s Methodology™.
SalesFunnel was enhanced to enable multi-currency support, this meant opportunities could now
be entered and reported in any currency. Localised language help support was also added
enabling each country to get even more benefit out of the system.
Reporting was further strengthened with the introduction of traffic lights, and league tables
added to provide senior management with a user friendly interface, greater visibility on
key metrics and fast access to the pipeline which could be sliced and diced to provide
accurate high-value information.
Mark Rand focussed on a particular challenge identified by sales people as a demonstration
of the commitment and value-add attitude offered by Anatec. This was the length of time it
took to enter an opportunity. Sales people wanted this to take no longer than 30 seconds.
Anatec redesigned the interface without compromising the output data or system performance.
Mark commented, “As usual it was no big deal for Anatec who carried out the task
efficiently and effectively.”
SalesFunnel goes global
Honeywell’s Building Solutions US sales operation adopted SalesFunnel having been
impressed by its deliverables and how closely it matched their sales methodology.
Anatec had designed SalesFunnel in such a way that globalising the system was relatively
easy, their testing process was rigorous and the actual global implementation turned out
to be incident free.
Rollout commenced to an additional 300 US sales people, together with administrators,
marketing personnel and senior management bringing the global user community to around
The benefits to the business were significant, with visibility across the entire global
sales organisation, senior management and executives could now share information about
global or multi-national opportunities, allocate the best resources at the right time and
manage the global business opportunities more effectively.
Phase four - refresh
Honeywell took the opportunity to further enhance SalesFunnel to include:
- Comprehensive search capabilities
New reports showing:
- Sales cycles
- Activity summaries
- Funnel flow
- Ability to input and report on key competitor information
The most recent development is the automatic generation of a service opportunity when an order
is confirmed for a solution job, this further improves the accuracy of Honeywell’s
SalesFunnel is a tried and tested global implementation that helps enable sales people to
improve their performance by:
- Encouraging the use of best sales practices
- Providing benchmarks for sales performance
- Monitoring investment in sales initiatives
- Keeping a history of opportunities
- Enabling the sharing of information and experiences helps to improve teamwork
Sales Managers have real-time access to accurate forecasting information which enables them
to manage their overall pipeline more effectively. Individual and team activity can be
measured enabling better coaching and mentoring to help ensure sales people are spending
their time on the best opportunities.
Information is paramount in any high-value sales organisation; SalesFunnel gives
Honeywell’s Senior Executives flexibility to view information in a user friendly
environment providing real-time visibility of pipeline information across the entire global
organisation. Business decisions can be made early and support and resource allocated at
the right time.
Mark Rand commented, “SalesFunnel has been one of our greatest IT successes. The quality
of the design and implementation has enabled us to deliver a value added business
Robb Potts said, “I’ve worked with other sales forecasting systems but
SalesFunnel is by far the most comprehensive, easy to use and reliable system I’ve
come across. It’s critically important to have visibility of the sales pipeline,
SalesFunnel really is our window on the world. Anatec expertise and commitment has been
instrumental in the success of this project.”
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