Xilinx Inc. is a top supplier of field-programmable gate arrays and complex programmable logic devices. Customers can program these integrated circuits to perform specific functions, thereby achieving greater design flexibility while cutting time to market. Xilinx also offers a broad range of design software and intellectual property used to customize its chips. The company sells to manufacturers in the telecommunications, computer, aerospace, industrial control, and networking markets. Xilinx has over 3500 employees worldwide servicing over 20,000 customers.
Xilinx operates in a complex demand chain of OEM manufacturers, design consulting firms, contract manufacturers, and multitier distribution. This demand chain requires Xilinx to sell its solutions using a virtual sales model that includes internal employees and distribution partners. In addition Xilinx invests in extended resource-intensive sales cycles to compete for board and socket-level design wins that result in multi-year production contracts. The complexity of Xilinx’s demand chain coupled with the resource intensive nature of its sales processes drove Xilinx to invest heavily in a business solution that supports a closer relationship between Xilinx’s sales team, trade partners and customers.
Xilinx engaged Perficient as a strategic partner to deploy Siebel Sales, Partner Portal and Oracle Business Intelligence as part of a multi-year customer relationship management strategy. Phase 1 across its global sales force and partner community. The solution will help the Xilinx sales team to work more intimately with distribution partners, and will give more accurate pipeline visibility to management. The solution will also enable Xilinx to manage its resources more effectively across the design win lifecycle, ultimately resulting in more effective sales execution while reducing cost of sale.
Business Value Delivered
- Support revenue growth through increased sales efficiency.
- Reduce cost of sales through more effective allocation of resources across the design-win sales cycle.
- Improved visibility to sales pipeline.
- Better coordination with partners through integrated lead registration, approval and assignment