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Core business value capture
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First, this project exists is a virtual customer and a "non-first line" developer. So we are "guess" related to the Internet and traditional media reports. If you give adequate trust on the reported honesty, the analysis of business model should be close to reality.
We temporarily put the "grasp the trend, take care of reality, unified planning, and gradually implement" the program of this slogan, and analyze the universal conditions of the industry and the case of "Phoenix" case.
Phoenix's main business is "manufacturing and marketing professional medical equipment and experimental instruments and other instruments". Note that the time to establish Phoenix is 2000 and is a private enterprise. We all know that private enterprises have more enthusiasm and sensitive to interests, and there are few policy investments. So what is the business that makes "Phoenix" start in 2000, and 750 employees in 2004 have a small scale? We believe that in the "experimental instrumentation" entry threshold, it is not easy to start business in the field of traditional major plants. In recent years, the facts of the media and the government have a large number of rendering of "medical reform" and a large amount of funds into health care (hospitals, pharmaceutical factories and downstream manufacturers), making us boldly guess: Phoenix's real "main business" should be medical device.
Let's see the current situation in the field of medical devices. With the happening of the "high price drug" incident, the recent attention of the society has made the government to clean up the drug market. Correct
The surveillance report system of the hospital doctor has improved, and the bidding procurement of drugs has gradually begun. In this case, "medicinal health" is basically the past. According to media reports, relying on the "cultivation doctor" of medical devices is becoming a new life-saving straw. Although the profit from the medical device is basically hospital all, there will be considerable profits to the manufacturer. According to the information we collected, the profit structure in the field of medical devices is still very unhealthy. And this situation will lead to fierce competition, gray trading and "relationship".
Factors are attached to the results.
From "" But the pressure of competition has enabled Phoenix to consider using customer relationship management system (CRM) to further improve sales staff's work efficiency "," Must have to "we can see that the demand for CRM is not a head. The "ghost demand", but the result of competitive pressure. At the same time, the purpose of integrating CRM and ERP integrates this requirement is also the purpose of "efficiency of business operations", which can be seen that the intense competition is quite high.
As a result, we decided to use the "aging" as the core business value of this project, and with this as the primary concern of subsequent design and development.
2. Original business model analysis:
The original business model is based on independent ERP and CRM systems. When the sales staff meets the information and prices of related products when negotiating with our customers (this should be available in salesperson), which may come from the paper media quotation, local files stored on the computer or from the company The information downloaded by the network. This information is likely to have an outdated risk, and we use this risk as a concern (1).
After the salesperson and the customer reach an agreement, the order information will be sent to the finance staff through mail, SMS and other forms. This is an artificial process, the timeliness is not high, and there is no place to make decisions, you can use an automated process. Instead, we will treat it here as a concern (2).
After finances receive the information of the salesperson, first look at the information in ERP, such as inventory, price, etc., check if this order can be accepted, this is a place (especially price) that must be made to make decisions, and cannot use the automatic process instead. If you are unacceptable, you will notify the sales in a message or SMS. The decision is done here, this notification process can be automated to improve timeliness, we will treat it here as a concern (3). If the order can be accepted, then create New orders and notify sales (also use artificial ways). The business process ends.
3. Improved business model:
For your concerns (1), we need to create a component that can be viewed on the outside of the product. This is said in a given business description "This information is updated from ERP to CRM for sales staff" (such a new component). In this way, the salesperson can accurately understand the latest information on the product before negative and negotiations. In response to the focus (2), we use the process of sending order information to generate order information and send it to the finance of the ERP end, and there is a SMS notification, and the timeliness is improved while avoiding the process of manual delivery information. Loss.
In response to the order check in the topic business description, we believe that this process affects the user experience: If sales have been talking about customers, if the financial is refused to reject orders, sales have to negotiate with customers so that customers are The trust and good sensation of the company will fall. We improve this process into: sales staff and customers send "to-pending orders" to the finance staff during the negotiation process, "to be ordered" can be sent multiple times, and the rejection will return to the rejection of financial personnel. Will notify the sales "order pass". But even by passing, a real new order will not be created at the finance personnel. After the end of the negotiation, the salesperson can select a final result of this business opportunity in successful "Behavi Prevent" and "Close-Won". At this time, the finance will receive a formal order request, and will create an order in ERP after agreed. This process still has a certain risk. If the negative process is too long, inventory and price will change, so that the "predecession order" previously passed is no longer eligible, but the risk is greatly reduced.
For the focus (3), it is also necessary to use the automated process instead of manual notification to improve timeliness and reduce errors.
4. Business Value Analysis.
The system's commercial value is most important in two aspects: increasing income and reduced costs. Let's analyze the two aspects of this system:
This system improves the income mainly reflects the improvement of customer experience: it has accelerated sales and enterprises' information exchange speed, so that sales staff can be more excited, and customers can feel the norms and efficiency of the company, indirectly help. The success of the business opportunity.
Increased income also manifests in automation to make the error possibilities in the process of manual information. This error has a great impact on the efficiency of the company.
The impact of system reduction in cost is limited, the most important thing is to reduce the risk cost of failure of business opportunities. The development costs undoubtedly increased cost, but it is a one-time input (in the case where the maintenanceability of the system is sufficiently trust).
