50.Pillars of automation

The 5 Pillars of Automation

To successfully deliver to customers sales process through software, an organisation must be competent in 5 areas. We describe these as the 5 Pillars of Automation:

  • People – Understanding what qualified prospects need/are looking to achieve
  • Product – Data that sets out the attributes of products and inter-relations
  • Process – Getting prospects to share needs; Connecting needs with product/solution
  • Platform – Systems, infrastructure and culture to drive an ongoing sales automation programme
  • Practice – Expertise to create the Platform and harness People, Process and Product to deliver automation