Business management model to reduce the sales cycle in software development SMBs using BPM, CRM and SCRUM

Abstract

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.