System and Method for Sales Management

BACKGROUND OF THE INVENTION
[0001] TECHNICAL FIELD OF THE INVENTION
[0002] The present technique relates in general to a system aid a method for managing sales and contract effectiveness. More particularly, the present technique relates to a system and a method for identifying work requisites to be executed and selecting matching resource to perform it.
[0003] DESCRIPTION OF THE RELATED ART
[0004] An enterprise normally comprises various functional units.. .Each unit of an.. enterprise is expected to execute certain activities which are aligned with objectives of the enterprise. Over the years, new methods and systems have been developed to improve efficiency of each unit. For example, a customer relationship management (CRM) program incorporates interaction between the enterprise and its customers. Various activities, such as handling customer phone calls, email, conducting survey, and monitoring customer satisfaction are performed to achieve successful implementation of CRM programs.
[0005] To perform each activity, a resource should encompass specialized skill sets. However, in one circumstance, a resource might not be available at a specified location. In yet another circumstance, economically it is di£5cult to maintain a resource at a particular location because of high resource cost involved. The situation turns out to be more complex for a sizeable enterprise where multiple and complex activities are performed. To run an enterprise successfully, it is essential to make various activities of the enterprise competitive against the competitors in the area of business. Many a tune, the enterprises are not in a state to assess effectiveness and efficiency or even many a time, certain activities need not be performed within the enterprise, which is not noticed.

This results into a loss in profitability. Also, the skill sets available with the enterprise are not utilized appropriately. When activities of the enterprise are not utilized appropriately, it eventually concludes into loss of business or losing advantage over competitors or loss in profitability or combinations thereof.
[0006] Therefore, a system and method are required where various activities performed by the enterprise are assessed, following which various options are derived to achieve the objectives of the organization efficiently and effectively.
BREF DESCRIPTION
[0007] The present techniq\% is directed to a system and a method for managmg and maximizing efficiency and profitability of a unit of an enterprise. According to one embodiment of the present technique, a system for sales and contract management is
provided. The system includes at least one analysis-modde. The malysismoduk is
configured to identify various components of a unit of an enterprise xerein an enterprise may comprise one or more than one imits and a unit may comprise one or more than one components. Additionally, the analysis module is enatd to .parameterize, various.. components of the units. The parameterization of components &cilitates selecting woi requisites that should be processed to segment and subsequently groiq)ing ti» work requisites. The segmentation and groiq}ing of segmented work requisites assists in deciding vsiiether the grouped work requisites are to be performed internally or extemally.
[0008] Further, a first processing module is adapted to yetitify the work requisites that are required to be performed. The work requisites cm be of an independent work type or a dependent woric type. According to yet another embodiment of the present technique, the identified work requisites are atomized using a segmenting modufe. The segmenting module is enabled to atomize the identified independent or dependent work requisites to its granular level. Subsequently, a second processing unit is adapted to group the atomized work requisites selectively, followed by allocating the groiQ)ed work to a resource having matching skills.

[0009] According to yet anotiier embodiment of ihe present technique, a method for managing sales and contracts of an enterprise is provided. According to one embodiment of the present technique, the method includes analyzing sourceability of the components of a fimctional unit of the enterprise. Various compoints of the functional unit are identified. Each component is provided a value while parameterizing the compoiKnts. The parameterization contributes in selection of work requisites required to be performed. Following the identification of work requisites, the woric requisites are segmented into atomized work requisites. The atomized woric requisites aift. granular wodc requisites. Subsequently, the atomized work requisites are grouped and requirement analysis is performed. The requirement analysis includes, but is not limited to, analyzing resource requirement and technology environment requiremrat. The resource requirement evaluation includes analyzing resource roles & responsibilities bekig coBfen«4 on a professional or a group of professionals, essential qualifications, technical titude, experience, cost to retain the resource, and the like. The technology environment requirement analysis includes, but is not limited to, analyzing luirdware, software, cost to maintain them, and ihe like. Subsequently, the work is allocated to a professi<»ial or a group of professionals available internally or externally.
DRAWINGS
[0010] These and other features, aspects, and advantages of tl» present technique will become better imderstood vsiien the following detailed description is read with reference to the accompanying drawings in which like characters represent like parts througlM>ut the drawings, wherein:
[0011] FIG. 1 illustrates a sales and contract management stem 100 that defines sourceability of a job in accordance with one embodiment of the present technique j
[0012] FIG. 2 illustrates an example flowchart for job allocation according to one embodiment of the present technique;

[0013] FIG. 3 illustrates an example flowchart for work atomization and albcation according to one embodiment of the present technique; and
[0014] FIG. 4 is a system illustrating a generalized computer networic arrangement, m one embodiment of the present technique.
DETAILED DESCRIPTION
[0015] The foliowmg description is full and informative description of the best method and system presently contemplated for carrying out the present mvention vsWch is known to the inventors at the time of filmg the patent qlication. Of course, many modifications and adaptations will be apparent to those skilfed'm the fetevantlrte in view of the following description in view of the accompanymg drawings and e >pended claims. While the systems and method described herein are provided with a certain degree of specificity, the present technique may be implemented vnih either greater or lesser specificity, depending on the needs of the user. Further, some of the features of the present technique may be used to advantage without the corresponding use of other features described in the following paragraphs. As such, the present description should be considered as merely illustrative of the principles of fte present technique and not in limitation thereof, since the present technique is defined solely by the claims.
[0016] As will be appreciated by people skilled in the art, to best understand the present invention, it is important to be familiar with the definitions of terms being used:
[0017] "Server" includes a server application or applications, including an application server, a web server, and other necessary hardware or software components, to fecilitate secure access to the server.
[0018] "Sourceability" defines activities that can Be perffiirmed by resources available at multiple sites.
[0019] "Component" describes the type of jobs being performed by a selected resource.

[0020] Referring to figures, Fig. 1 illustrates a sales and contract management system 100 that defines sourceability of a job in accordance with one embodiment of the present technique. As illustrated, sales and contract management system 100 incliules an enterprise machine 102, a database 106 storing various information relevant to the enterprise machine 102, a server 108, one or more resource machines (110a, 110b, 110c) located at one or multiple geographic locations, and a network 112. Furttr, the enterprise machine 102 includes one or more processing machines, for instance 104a, 104b, 104c, 104d, and 104e. These processing machines. 10.4a, 104b,.lQ4c» 104d, and 104e are enabled to execute one or more activities designated herein. The server 108 is coupled to the network 112 and the database 106 of sales and contract management system 100. The server 108 is a processing device comprising hardware and softwares, as apparent to those skilled in the relevant art. The servef 108 perms various activities as instmcted and directed by any of the processing machines of the enterprise machine 102 wherein the said machines are configured to interact witii server 108 throi the network 112.
[0021] According to one embodiment of the present technique, the processing machines 104a, 104b, 104c, 104d, and 104e are enabled to klentify various components of a fimctional tmit of the enterprise, identify types of work requisites to be performed to achieve objectives of the component, perform the process of atomiang the work requisites, perform the process of grouping the atomized work and allocate tiie grouped work to one or more resource machines 110a, 110b, 110c configured to perform the allocated work. Additionally, any of the processing machines 104a, 104b, 104c, 104d, and 104e may also be enabled to parameterize the components of the fimctional unit. The parameterization of the components enables the enterprise to decide iether related activities of the components should be performed internally or externally. Thus, it provides an opportunity to decide vAieer the work requisites need to be performed internally i.e., within the enterprise or externally i.e., by selected external agencies. As used herein, "internally or internal" defines within the saiTenterpme and "iextiemany or external" defines outside the said enterprise.

[0022] The database 106 is integrated with processing machines of the enterprise machine 102. The database 106 stores various infonnation processed by the processing machines of the enterprise machine 102, for instance, information related to fimctional vmits of the enterprise, information related to various compoints of the units or tlw work activities performed for each component, and so forth. Ttw functional unit is a designated unit of die enterprise designed to perform required woik requisites aligned with objectives of the enterprise. For instance, the sales and contract management unit of the enterprise performs various work requisites related to bidding, ibr a contract, abandoning a bid, achieving sales targets, and the like. The database 106 is also configured to collect and store information about the atomized woric requisites, iuped atomized work, and the like. Additionally, the database 106 also stores information about the resource and location of the resource herein the resoiHces provided at various locations comprise diverse skill sets and an ability to perform dei»ated woric requisites.
[0023] The networic 112 of the sales and contract mamfement system 100 is enabl»l to fecilitate commimication between the processing machines of tite enterprise machine 102, server 108, and resource machines 1 lOa-110c. The itworic 112 is also emhled to provide communication for other hardware and commuii»atioB madimes, thougjii not shown in Fig. 1. The network 112 includes, but is not Innited to, the Internet, a local area network (LAN), a wide area network (WAN), and tiie like.
[0024] Fig. 2 illustrates an example flowchart for job allocation according to ons embodiment of the present technique. The method includes identifying various components of a functional unit of tiie enterprise. For exmnple, for a sales and contract management unit, viiich is one of the functional units of the enterprise, various relevant components are identified. The components are the work T>es performed by an individual professional or a group of professionals ofthe-enteiprise. For, example, cash management of the enterprise is performed by an individual professional or a group of professionals of the enterprise. The work types of components are required to perform one or more work requisites to achieve the completion of the task. Thereof, a component is identified as represented by block 210.

[0025] Following the identification of one or more conq)oi»nts of the functional unit, parameterization of the component is initiated. As described in the present techmque, the parameterization of the components assists in generating m opportunity to identify and select tiie work requisites tiiat are being performed eifter internally or externally or in collaboration.
[0026] According to one embodiment of the present techniqiK, the method of parameterization of the component includes providing a vahie to oi or more work requisites. Based on Business Risk, Data sensitivity, Project Commercials, Experience, Technology complexity. Tools Offehoreability & Onsite Effots, Manageability, Client Specific Knowledge, Strategic Intent, more specificly pwvidfflg » vd«e fep/wie or • more work requisites. For example, let us consider a typical sales cycle. The starting point of the sales cycle is "Generating Leads". Post analysis, tiiis can be divided into three major chunks of work which is Understand Customers' environment, Explore & Develop opportunities witti Customer and Initial Assessmoit of Bid. A parameterization is done for the woik request "Understand Customer' environment" on the above mentioned dimensions. For example "Business Risk" is assessed on the basis of number of users affected e7q)ressed as % of total users. Impact tiiat 4he i»ocess will have on individual users and interdependence on other business proces. Using an algorithm, a specific number is assigned for this particular dimension. The process is repeated for the other dimensions mentioned and as displayed in Table I.


[0027] The weighted average provides a parametric score. Subsequently, based on the parametric score, an opportunity is analyzed as represented by block 212. Based on the parametric score, the enterprise can decide vAndi work requisites should be performed internally and which work requisites should be performed externally.
[0028] According to one embodiment of the present techniqiu, the wotk requisite . may be an independent woik activity that has no dependencies on any other work activities. Alternatively, the work requisite may be a dependent work activity that is coupled with any other independent work activity or a dependent work activity, though not displayed in Fig. 2.
[0029] According to another embodiment of the present technique, the work activities of each component of the units are segmented into a granular level. Subsequently, the atomized woik requisites are analyzed and a decision is taken on whether any of the atomized work requisites can be grouped. The atomizing of the work

requisites and subsequent grouping of the atomized work requisites provides an opportunity to create one or more new groups of work requisites. The new groups of the work requisites are essentially consistent with the objectives of the enterprise and eUminate superfluous woik requisites. Thereafter, the requument analysis of the resource, the technology environment, and the like is performed. The requirement analysis assists in anticipating the resource, the technology environment, and the like are required to execute the grouped work requisites as represented by block 216. For example, the assessment of requirements analysis for the resource, >rein the resource is a himian resource, includes, but is not limited to, types of work requisites anticipated to be performed, technical or fimctional latitude of the resource, cost for retaining the resource, availability of the specific talent in large numbers in the geography for easy ramp up and ramp downs, specific possible career paths available for the resource with skills, aptitudes and the like. Similarly, the technology environment requirement is also assessed. The technology environment analysis assists in anticipating ihe type of hardware, software, cost incurred in maintenance of the teclttology environment, learning curve for the specific technology, availability of similar technology, availability of it and the Uke therein. Subsequently, based on requirement analysis, the grouped work requisites are allocated to one or more resource as represented by block 218. The resource can be an internal resource or an external resource. If the resource and the technology environment are available within the enterprise and the financial and technology envirormient, as performed during requirement analysis 216, &vor internal execution of grouped work, the grouped work is performed intemally. Otherwise, the grouped work is executed externally.
[0030] Fig. 3 illustrates an example method for work atomization and albcation according to one embodiment of the present technique. The component of a fimctional imit of the enterprise, for example sales and contract, is evaluated at block 302. The evaluation includes analyzing sales support resource allocation, bidding for a project, possibilities of wming the bid and revenue calcuFatfons for a stipulated period, for example, one year. The revenue calculations include, but are not limited to, prior sales

perfonnance, revenue loss, and eqienditure related to resoiirce allocation, revenue productivity, and the like. The total revenue loss or profit is analyzed with respect to the prevailing industry in the domain. Thus, a benchmaridng of sales and contract anst the industry is created and analyzed as represented by block 304 and block 306. If the benchmarking results are better than those set by the industry, the subsequent process ceases herein as represented by block 308, else the process proceeds to devising the process flow at block 310 for subsequent activities.
[0031] The process flow at block 310 is devised wherein the process flow defines the subsequent activities to improve sales and contract efficiency and effectiveness and to achieve the benchmarked value thereof Thedevisingofproeessflowinelude, butisnot limited to, work requisites, resource requirement analysis, work restnu;turing, performance measures, work classiflcations, and the like. The work requisites are segmented as represented by block 312. The segmentation of work requisite results in atomized work requisites such as work requisites 1, work requisite 2, and work requisite 3 are represented in block 314. These atomized work requisites are specified work activities. For example 'Proposal Management' which is a part of sales is broken down into project Management of Bid Team, develop Bid document, creation of technical solution, creation of service design, pricing and including terms and conditions. The atomized work requisites were further grouped based on their global sourceability, potential of the grouped job requisites to be organized into a career stream, definition of work, roles and responsibilities and associated authority, organization chart with specific touch points. Now the Proposal management is grouped into technical solution, bid management, pricing, proposal design, legal and finance and specific roles and career hierarchy is defined in the grouped work requisites. R should be noted that there may be possibilities were a few work requisites depend on one or more independent work activities, that is, dependent work requisites are linked to indeperKlent work requisites. These dependent work requisites are performed to achieve an independent work requisite. While atomizing the work requisites, the dependent work requisites are realTocafcd with independent work requisites.

[0032] According to one embodiment of the present technique, the atomized woric requisites are grouped as represented by block 316. The -grouping of atomized work requisites results mto core work activity. While grouping the atomized work requisites, the dependent work requisites are grouped in a similar group along witti the independent work requisites. To perform the work activities related to a core woik activity, a requirement analysis is initiated which is described in Fig 2.
[0033] Thereafter, the work requisites related to the core work tivity are allocated to one or more resources wherein the resource may be an internal employee or an external professional or a group of professionals or an enterprise.
[0034] Exemplary Computing Environment
[0035] One or more of the above-described techniques can be implemented in or involve one or more computer systems. Fig. 4 illustrates a goieralized example of a computing environment 400. The computing environment 400 is not intended to suggest any limitation as to scope of use or functionality of described embodiments.
[0036] With reference to Fig. 4, tiie computing environment 400 mcludes at least one processing unit 410 and memory 420. In Fig. 4, this most basic configuration 430 is included within a dashed line. The processing unit 410 executes computer-executable instructions and may be a real or a virtual processor In a multi-processing system, multiple processing units execute computer-executable instructbns to increase processing power. The memory 420 may be volatile memory (e.g., registers, cache, RAM), non¬volatile memory (e.g., ROM, EEPROM, flash memory, ete.), or some combination of the two. In some embodiments, the memory 420 stose& software 480 implanenting described techniques.
[0037] A computing environment may have additional features. For example, the computing environment 400 includes storage 440, one or more input devices 450, one or more output devices 460, and one or more communication cormections 470. An interconnection mechanism (not shown) such as a bus, controller, or network

interconnects the components of the computing environment 400. Typically, operating system software (not shown) provides an operating enviroimient for other software executing in the computing environment 400, and coordinates tivities of the components of the computing environment 400.
[0038] The storage 440 may be removable or non-removable, and includes magnetic disks, magnetic tes or cassettes, CD-ROMs, CI>-RWs; DVDs, or any other medium which can be used to store information and which can be accessed within the computing environment 400. In some embodiments, the storage 440 stores instructions for the software 480.
[0039] The input device(s) 450 may be a touch input device sxtch as a keyboard, mouse, pen, trackball, touch screen, or game controller, a voice input device, a scanning device, a digital camera, or another device that provides input ta thft-confuting . environment 400. The output device(s) 460 may be a display, printer, speaker, or anotiier device that provides output from the computing environmeitt 400.
[0040] The communication connecti(m(s) 470 liable communication over a communication medium to another computing entity. Ths commimication medium conveys information such as computer-executable instructions, audio or video information, or other data in a modulated data signal. A modulated data signal is a signal that has one or more of its characteristics set or changed in such a manner as to encode information in the signal. By way of example, and not limitation, communication media include wued or wireless techniques implemented wi#} an electrical, optical, RF, infiared, acoustic, or other carrier.
[0041] Implementations can be described in the general context of computer-readable media. Computer-readable media are any available medirtat can* b&accessecr ¥m)' a' computing environment. By way of example, and not limitation, within the computing enviroiunent 400, computer-readable media iaude msssaor 42Xir storage 440 communication media, and combinations of any of the above.

[0042] Having described and illustrated tl» principles of our invention with reference to described embodiments, it will be recognized tiiat the described embodiments can be modified in arrangement and detail without departing fiom such principles. It should be understood that the programs, processes, or methods described herein are not related or limited to any particular type of computing environment, unless indicated otterwise. Various types of general purpose or specialized computing environments may be used with or perform operations in accordance with the teachings described lrein. Elements of the described embodiments shown in software may be inemented in hardware and vice versa.
[0043] In view of the many possible embodiments to whch feeMieifrfe* of ©ur invention may be applied, we claim as our invention all such embodiments as may come within the scope and spirit of the following claims and equivalents thereto.

Claims

1. A system for sales and contract management, comprising:
an analysis module adapted to analyze sourceability of a functional unit of an enterprise by identifying at least one component of the functional unit;
a first processing module adapted to identify one or more work requisites to be performed, wherein the one or more work requisites are based on the analyzed sourceability for the functional unit of the enterprise;
a segmenting module adapted to atomize the one or more work requisites to be performed; and
a second processing module adapted to:
group the atomized work requisites; and
allocate the grouped work requisites to at least one resource.

2. The system of claim 1, wherein the analysis module parameterizes the components of the unit of the enterprise.

3. The system of claim 2, wherein the analysis module identifies at least one work opportunity based on parameterization of the components.

4. The system of claim 1, wherein the one or more work requisites are independent.

5. The system of claim 1, wherein the one or more work requisites art dependent.

6. The system of claim 1, wherein the second processing module defines the
grouped atomized work requisites as at least one of independent and dependent.

7. The system of claim 1, wherein the second processing module analyzes at least one of resource requirements and technology environment requirements.
8. The system of claim 1, further comprising a skills identification module to identify skill sets required to execute the grouped atomized work requisites.

9. The system of claim 8, wherein the skills identification module identifies at least one resource having the required skill sets.

10. The system of claim 1, further comprising a memory module adapted to store the one or more work requisites.

11. A computer implemented method for sales and contract management, comprising:
analyzing sourceability of a unit of an enterprise by identifying at least one component of the functional unit;
identifying one or more work requisites to be performed, wherein the one or more work requisites are based on the analyzed sourceability for the functional unit of the enterprise;
atomizing the one or more work requisites to be performed; and
grouping the atomized work requisites and allocating the grouped work requisites to at least one resource.

12. The method of claim 11, further comprising parameterizing the components of the unit of the enterprise.

13. The method of claim 12, further comprising identifying„at least one work opportunity based on parameterization of the components.

14. The method of claim 11, wherein the one or more work requisites are independent.

15. The method of claim 11, wherein the one or more work requisites are dependent.

16. The method of claim 11, wherein the atomized work requisites are grouped as at least one of independent and dependent.

17. The method of claim 11, further comprising analyzing at least one of resource requirements and technology environment requirements required to execute the grouped atomized work requisites.

18. The method of claim 11, further comprising identifying skill sets required to execute the grouped atomized work requisites.

19. The method of claim 18, wherein the skills identification identifies at least one resource having the required skill sets.

20. The method of claim 11, further comprising storing the work requisites at a memory hardware.
21. A computer program product comprising a computer usable medium having a computer readable program code embodied therein for sales and contract management, comprising:
a program code adapted for analyzing sourceability of a functional unit of an enterprise by identifying at least one component of the functional unit;
a program code adapted for identifying one or more work requisites to be performed wherein the one or more work requisites are based on the analyzed sourceability for the unit of the enterprise;

a program code adapted for atomizing the one or more work requisites to be performed; and
a program code adapted for grouping the atomized work requisites and allocating the grouped work requisites to at least one resource.

22. The computer program product of claim 21, wherein a program code is adapted for parameterizing the components of the unit of-the enterprise.

23. The computer program product of claim 22, wherein a program code is adapted for identifying at least one work opportunity based on parameterization of the components.

24. The computer program product of claim 21 wherein a program code is adapted for identifying the one or more work requisites are independent

25. The computer program product of claim 21, wherein a program code is adapted for identifying one or more work requisites are dependent.

26. The computer program product of claim 21, wherein a program code is adapted for grouping the atomized work requisites as at least one of independent and dependent.

27. The computer program product of claim 21, further comprising analyzing at least one of resource requirements and technology environment requirements are required to execute the grouped atomized work requisites.

28. The computer program product of claim 21, further comprising a program code is adapted for identifying skill sets required to execute grouped atomized work requisites.

29. The computer program product of claim 28, herein a program code is
adapted for skills identification to identify at least one resource satisfying the identified
skill sets.

30. The computer program product of claim 21, further comprising a program code is edited for storing the work requisites at memory hardware.