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Acme Packet, a provider of session border control solutions that allows the delivery of trusted, first-class interactive communications--voice, video and multimedia sessions--and data services across IP network borders, has deployed the on-demand software from BigMachines, Inc., a provider of on-demand sales configuration, B2B eCommerce, quoting and proposal software to help companies sell more and sell faster.

 

The purpose of this deployment is to streamline sales quoting and forecasting.To streamline the whole entire opportunity-to-quote-to-order process, Acme Packet (News - Alert) is using BigMachines, together with their Customer Relationship Management system from salesforce.com.

 

Acme Packet builds and sells networking equipment that are used to provide IP interactive communications. The Net-Net product family includes session-aware load balancers, multiservice security gateways, session border controllers and session routing proxies. They are used for services and applications like hosted enterprise, residential services, VoIP trunking and fixed-mobile convergence in service provider, enterprise and contact center networks.

 

Peter Minihane, the chief financial officer for Acme Packet, stated that BigMachines has helped them grow their business quickly with tight financial controls, but without the matching raise in support headcount. BigMachines lessened the pain in Acme Packet’s quoting process. Its helping them speed up the introduction of new products and SKUs to their account teams and it helps enhance their manufacturing forecasts and data analysis.

 

Since executing BigMachines, Acme Packet has achieved easy pricing and SKU updates, standardized quote process, standardized and consistent quote output, ownership and process improvements in communicating new products, management of quote approvals, and less in quote-to-purchase-order delivery errors.

 

Acme Packet also put into operation Mobile Approvals from BigMachines. Mobile Approvals allows sales managers to evaluate and approve price quotes from sales representatives in the field by the use of different mobile devices.

 

Mei-lin Cheng, the SVP services and support for BigMachines, said that BigMachines has provided a strong solution that supports the continued growth of Acme Packet in session border controllers. BigMachines is delighted that Acme Packet has already noticed improvements in their sales processes and forecasting, and that they are now selling more and selling faster.

 

Earlier this month, German telecommunications service provider QSC AG selected Acme Packet to improve its IPfoniecentraflex IP Centrex service.