Primary Matters Releases Paper on Selling Contact Center Technology (email this article)

Kenwood, CA – November 30, 2005 – Primary Matters (Company Profile, Past Stories, Case Studies), Inc., expert provider of activity-based decision support analysis, announces the release of a new White Paper titled “Selling Technology to Customer Support and Contact Centers”. This paper provides insight into the use of activity-based ROI/TCO analysis by vendors to quantify the impact of new technology for customer support and contact centers.

Sales teams have become very familiar with the necessity of providing return on investment analysis to support the purchase of their solutions. The decision making process has evolved to a point where the decision makers require vendors to show how their solution will help them to meet their business goals.

Activity-based analysis takes ROI and TCO reports to the next level of credibility whereby sales professionals are able to provide their prospect with a clear picture of the future of their organization, both with and without the proposed solution. They are able to establish metrics to ensure that the implementation stays in line with the project goals. The reports and metrics are based upon information specific to each prospect’s particular organization.

Primary Matters provides a sales support tool which leverages the depth and accuracy of activity-based analysis. It enables sales teams to quickly build a baseline of information outlining their prospect’s current operations and technology, and show how that baseline is altered and improved by implementing their solution.

This paper discusses the methods and benefits of successfully using an activity-based analysis tool in the sales process. It provides tips and information on making your pitch and presentations more powerful as well as shortening the sales cycle.

Mary Jo Kulp, CEO of Primary Matters states “One of the reasons that activity-based analysis has been successful as part of the sales process is that it enables sales professionals to personalize analysis to their prospect’s own environment. When a management group is able to plainly see the impact that a solution will have on their productivity and efficiency, and the projected impact is based on numbers representing their organization, it makes the decision clear”.

To receive your free copy of this paper, please visit the Primary Matters website at the following link:

Selling Technology to Customer Support and Contact Centers: Quantifying the Benefits of Your Offering Using Activity-based ROI/TCO Analysis

About Primary Matters, Inc.
Primary Matters, Inc., provides software products and services that enable activity-based budgeting, planning and business impact analyses. The company’s solution improves budgeting processes and planning decisions in virtually any operationally intensive business environment. Its flagship product, The Primary Matters Guide® is activity-based, content rich software that uncovers underlying costs of corporate functions such as contact centers, sales groups, field organizations, technical support groups, and any other operational function that is activity, task and resource based. With The Guide, business goals are linked to the resource requirements needed to meet these goals. For more information call (902) 794-7095, or visit www.primarymatters.com