NetLedger Makes Its Mark In Hosted CRM

CRM

NetLedger's NetCRM is a robust solution that combines a feature-rich tool with excellent return on investment for customers and numerous integration opportunities for solution providers. The product offers numerous roles, excellent lead tracking and routing, widely available information and robust management features.

When logging into the main pane of NetCRM, the dashboard provides snapshots of everything a user has to do. In the same view, it shows a daily calendar, sales-performance charts and customer-analysis graphs. Each graph provides specific business intelligence views on a particular business function. The details shown in the dashboard are based on more than 15 roles that the package provides. Having numerous preconfigured job roles can save companies up-front implementation costs.

CRN Test Center engineers tested NetCRM acting in the role of a sales director. Although NetCRM is a browser-based product, it has a Windows feel. Drop-down menus and tabs help users navigate and learn the product quickly. By clicking on a sales graph in the dashboard, users can easily drill all the way down to a detailed report. Managers will find this feature useful for making daily business decisions.

NetCRM provides customized lead tracking and sales routing, enabling users to change how leads are tracked by setting up specific business rules. The sales force automation tool can be used to manage rules manually or import them from a file. To automate lead generation, the software can be set to distribute leads based on almost any criterion,ZIP code or state name, for example. That function is especially useful for sales teams that have defined territories and should only have access to leads for their regions.

Leads can be captured from online forms as well. Anyone browsing a company's e-commerce Web site can use a form to request more information on a product or ask about a product that might not be available. Those forms can then be routed to the lead-tracking engine. Referral agreements in a form can also be used to get sales credit.

Because NetCRM is an online product, it can distribute work in a very flexible manner. Leads, for instance, can be routed to an outside organization for qualification and then sent back to the direct-sales team, and all of that can happen within the system. NetCRM also has a Partner component to help resellers follow leads.

Through NetCRM's Opportunity feature, the system can track phone calls and meetings. Using opportunities, potential sales can be calculated based on the probability of a weighted amount. Those figures can then be used to determine the best way to pursue a customer.

In addition, NetCRM allows salespeople to get other data about products and services, in addition to lead information. Pricing rules provide guidelines on how much to charge for a product based on various criteria. Customers that spend more, for example, might get bigger price discounts. All of the pricing rules associated with a product are available to a sales representative while attending to a sales call. Customer records and transaction history are available to salespeople as well, and pricing rules can be viewed by selecting a customer's history. Using this information, sales representatives can create an immediate sales quote.

NetCRM also offers managers two ways to halt unapproved sales. Approval routing rules that require a sales manager to approve a sales order before it is finalized can be implemented. The product provides an easy view of a customer's sales history, so regardless of the role, a manager or salesperson can have a complete view of the customer's sales activity at all times. Another option available for managers is to enforce a price rule so a salesperson will not be able to negotiate a price with a particular customer.

Managers can set up various alerts that show sales activities from each salesperson. Managers can also search and group customers based on purchase history. Sales campaigns can then be targeted at particular groups of customers.

NetCRM provides a number of customizable templates that can be used to format business letters or reports. For example, the software allows the user to create and send form letters to potential new customers. Since everything comes out of NetCRM, the sales team will have access to the same information as the marketing team and can act quickly on customer responses.

CHANNEL PROGRAM SNAPSHOTS
>NETLEDGER NETCRM
PRICE: Starting at $600
MARGIN: Starting at 30 percent
AUTHORIZATION: Exam and training required
DISTRIBUTORS: Direct from vendor
TECH RATING:

CHANNEL RATING:

CHANNEL OVERVIEW: NetLedger, San Mateo, Calif., provides varying margin levels for initial and recurring licenses based on sales volume. Monthly technical and sales training are available online and at its headquarters. Field-based channel sales representatives handle joint sales calls and assist with marketing and other needs.

Note: Vendors can earn up to five stars for technical merit and five for their channel program. If the average of these two scores is four stars or greater, the product earns CRN Test Center Recommended status.