As growing competition has put a tight squeeze on margins, organizations the world over are examining mechanisms to enhance the productivity of their sales team. MZI BPO (Marketing Services) offers domestic and international companies unique business processes to augment sales. MZI BPO uses its marketing expertise, supported by top technology solutions, to ensure success of its services.

MZI BPO studies the various processes of the sales cycle, to separate the productive and unproductive elements. By focusing on the productive aspects, productivity can be increased and sales correspondingly augmented. An analysis of the available data shows a sales professional spends only 40% of his productive time on actual sales calls and meetings with the clients. The balance 60% is lost in commuting, sourcing opportunities, preparing quotes, sourcing products and meeting various customer demands. MZI BPO helps clients in correcting this imbalance through a series of business processes, which include Bid Sourcing, Bid Preparation, Product and Margin Optimization and Predictive Analysis.

The Processes

Bid Sourcing: This process sets aside the effort put in by a sales executive in terms of cold calling. This entails looking/sourcing bids from various departments that have requirements and providing to a sales executive a readymade target to concentrate his/her energies on. This process addresses various issues like validation of requirements in terms of the company's core competency, duplicity of requirements, and the buying pattern of a particular organization/department/state. It thus helps create a proactive rather than a reactive sales strategy as is prevalent now.

Bid Preparation: This process entails registering of the sales opportunity in the internal ERP for the benefit of the organization managers and their inputs/strategy for specific cases. This also helps sales personnel to know the approximate values of the bid on the basis of a base line quote and to effectively capture customer data from legal and financial aspects for the company to plan ahead.

Product and Margin Optimization: This aspect of the process requires active interface between the process team and the various suppliers/vendors, so as to be able to get better pricing, availability and thus better margins for the products being addressed. This also helps devise certain cost effective solutions for the overall benefit of the company and the customer.

Predictive Analysis: The results for the opportunities addressed also help structure a data base which allows the company to do predictive analysis for the forthcoming requirements from the states/departments addressed earlier.

MZI BPO: IT Services/Technical Help Desk
MZI BPO also specializes in providing technical support for various product lines including software solutions. It provides post-sales support to customers of specialized product lines in specific segments.

MZI Domestic BPO
MZI BPO also addresses the requirements of its sister concern MZI Infosystems. It addresses key account customers of MZI Infosystems, keeping a tab on the relationship aspects, among other things. This also helps MZI infosystems to break into fresh accounts through dedicated follow-up by the process agents. By providing information in the form of quotations/proposals, collaterals to the customers at short notices, MZI BPO also caters to the urgent requirements of the field sales personnel of MZI Infosystems.

Case Study
THE ZONES INC. - AUBURN, WASHINGTON: Zones Inc. is a USD 550 million company headquartered out of Auburn, Washington. The company addresses the corporate, SOHO and SME segments in the US market through its Online Business stores www.zones.com and www.zonescs.com . Zones Inc has also ventured into the education and public sector business categories for the US market. These categories typically take care of the K-12, higher education, state and municipal governments. This segment also requires a great effort in terms of completion of bid documents/proposals and other processes to raise the productivity of the account executives. Zones Inc has outsourced to MZI BPO a series of processes -- Bid Sourcing, Bid Preparation, Product and Margin Optimization and Predictive Analysis -- that are designed to enhance the productivity of the direct sales team of the organization.

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