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Sales Asset Management

Sales Asset Management

Sales asset management (SAM) is a broad and dynamic category of software-as-a-service offerings that facilitate the management of sales content and tools through a sales portal. While vendor capabilities can vary significantly, the primary functionality falls into five areas: content preparation/creation, content storage/management, content delivery to reps, content sharing with buyers, and reporting/analytics. Not all providers in this space offer capabilities in all five areas, and those who do may offer different approaches to solving the same content challenges. At a minimum, all platforms offer the delivery of sales content and tools to reps in a manner that provides some reporting on usage. More sophisticated platforms push relevant content to reps at the opportunity level and measure how and when the content is used. A SAM solution’s ability to integrate with other systems is crucial to achieving productivity gains and quality control. The availability and seamlessness of the connection varies by provider, but potential integrations include sales force automation (SFA) platforms; content management systems; and various learning, marketing and HR platforms, as well as mobile applications. All SAM solutions provide integration with Salesforce.com, and some offer integration via APIs with other SFA systems. Because of the wide range of functionality and integration options, it is especially important to fully understand, prioritize and scope all SAM requirements in order to appropriately map needs to the best solution provider. Show less...

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