Technologies > ESM

ESM - Enterprise Sales Management^®

What is ESM?

Definition:
ESM is a system that addresses the slice of your business that directly relates to trading.

Description:
• Based on the definition of ESM you can find the answer to any question that comes up as to whether ESM addresses a specific issue. If a problem is directly related to the trading process ESM includes it in its domain.

•This also means that there are many business functions that are not included in the ESM Space. Take for instance Human resource management. Here is a crucial business function. However, it does not directly relate the trading process. The same goes for facilities management, Payroll, Manufacturing & Manufacturing Quality, etc.

• ESM includes many accounting functions, yet it does not include all. ESM helps with AR/AP because they relate to the trading process. But Even in AP you will find that ESM does not concern itself with the invoice that came from the company that repaired the front gate, since that is not related to the trading process. The same case applies to IT, where obviously ESM is an IT function, however it does not encompass all of IT.

Problem(s) It Addresses

A to Z see through is a dream every business manager wishes to realize.

ESM will help answer the following questions:

• How will more orders affect my supply, my inventory, my cash-flow etc

• How will dropping this supplier affect my outbound inventory

• Which supplier has the real lowest cost (not just price) for this customer order

• How many RFQ's failed to turn into orders because of various loopholes in the system

• What will my sales be like next quarter? Next year (Is there a scientific way that will always help me answer these questions?)

• How much did this order really cost in the end?

Consider: multiple supplier price factorization, supplier-side shipping, handling and customs, in-house processing, customer-side shipping, handling and customs, complaint management, Supplier Payment processing, Customer payment processing, uneven terms based interest charges, Bank fees, free Samples before this customer was ready to order, etc

• Do we have enough cash to grow the business by 28% in the next 6 months? do we borrow? or do we allow this opportunity to pass?

• Do I need to hire more customer service representatives? What is the utilization percentage of their time?

• Do we need to expand our inventory space? What is the level of utilization?

• Do I know what the employees are doing?

• Can information available to an individual be shared by others in the company?

• Supervisors have to teach subordinates everything, even worse; they have to repeat the process again when new personnel are introduced. How can I avoid some of that?

• Do employees have to repeatedly keep filling in those documents every day?

•Do I have to employ more people to accommodate the growth of trading in my company? How can justify human resource costs, scientifically?

• The performance appraisal of the sales person still depend on the subjectivity and experiential judgment, having not enough historical records?

• The decision system of the top management still depends on the subjective judgment and personal experience.

These problems are the type of problems ESM concerns itself in resolving.

In summation:
ESM is a new solution for an age old problem. ESM is the answer that CRM, ERP and the rest of such " acronym-ized " business management market spaces, have not been able to yet answer. The other market niches use the concepts of automation to alleviate one need or another that an enterprise encounters in the course of doing its trading. No one has fully addressed the complete trading cycle, from supplier to customer encompassing, to date.

•Why ESM?

•ESM came as a natural response to the demands and challenges of the trading functions in any business. It fully addresses that aspect and that aspect alone.

•Trading is the most crucial function in any business. Knowing all about how your company's trading functions are performing is the only way you can deal with problems that are slowing your business down then plot a path for its growth.

• ESM includes secure protocols that allow for your customers and suppliers to actively participate in the functions of your business that necessarily include them and may be even depend on their input.