TY - GEN
T1 - Business management model to reduce the sales cycle in software development SMBs using BPM, CRM, and SCRUM
AU - Tellez-Risco, Valeria
AU - Vela-Linares, Juan Jose
AU - Quiroz-Flores, Juan Carlos
AU - Flores-Perez, Alberto
N1 - Publisher Copyright:
© 2022 IEEE.
PY - 2022
Y1 - 2022
N2 - Currently, software companies in the market need an established brand value that grows over the years through continuous improvement, so it is important to build an efficient service that distinguishes the organization allowing the creation of a relationship relevant to each client. The objective of the authors is to increase the net income of the company mentioned in the work by reducing the sales cycle of the company in question, based on the use of engineering tools such as Business Process Management, SCRUM, and Customer Relationship Management to reduce the technical gap that means an annual loss of more than 72,542.82 for the company. After applying the mentioned tools and the respective simulation, a 28.84 % reduction in the sales cycle was seen, which means that the previously calculated gap no longer exists, and the annual monetary loss would be eliminated.
AB - Currently, software companies in the market need an established brand value that grows over the years through continuous improvement, so it is important to build an efficient service that distinguishes the organization allowing the creation of a relationship relevant to each client. The objective of the authors is to increase the net income of the company mentioned in the work by reducing the sales cycle of the company in question, based on the use of engineering tools such as Business Process Management, SCRUM, and Customer Relationship Management to reduce the technical gap that means an annual loss of more than 72,542.82 for the company. After applying the mentioned tools and the respective simulation, a 28.84 % reduction in the sales cycle was seen, which means that the previously calculated gap no longer exists, and the annual monetary loss would be eliminated.
KW - BPM
KW - Business
KW - CRM
KW - Sales Cycle
KW - Scrum
KW - Software
UR - https://hdl.handle.net/20.500.12724/17941
UR - http://www.scopus.com/inward/record.url?scp=85149361968&partnerID=8YFLogxK
U2 - 10.1109/IESTEC54539.2022.00014
DO - 10.1109/IESTEC54539.2022.00014
M3 - Articulo (Contribución a conferencia)
AN - SCOPUS:85149361968
T3 - Proceedings - 2022 8th International Engineering, Sciences and Technology Conference, IESTEC 2022
SP - 32
EP - 37
BT - Proceedings - 2022 8th International Engineering, Sciences and Technology Conference, IESTEC 2022
PB - Institute of Electrical and Electronics Engineers Inc.
T2 - 8th International Engineering, Sciences and Technology Conference, IESTEC 2022
Y2 - 19 October 2022 through 21 October 2022
ER -