Download - A CRM Pre-Presales Presentation
Hermann Alvino CRM Sales & Technical presentations for AMDOCS.
These presentations are based on a scenario described at the beginning. Names of Seller, Products and Customer are fictitious; rest of elements corresponds with different real business and technical situations.
Global deployment of Sales Force Automation, Marketing and Analytics for multinational PHARMA PRESCRIPTit CORP.
Scenario (1/4)
This deployment is engaging the corporation in a deep organizational and cultural change that have three initial challenges:
- Acceptability by users.
- Match and integrate current processes and procedures into the new applications from technical and cultural perspectives.
- Integrate new CRM applications with existing ERP platform.
Country deployment for 450 Salespersons-Indirect Sales, 150 Salespersons-Direct Sales, and 15 products’ Experts.
ACME CRM
ACME CRM
Scenario (2/4)
Products’ Experts give support information to Salesperson sharing visibility of part of their interface.
Marketing department elaborate messages and share visibility of part of their interface with Salespersons.
Analytics module provides framework to establish tactics and strategies for Sales and Marketing units.
Product acceptance by physicians will make them to prescript it to patients. Written prescription will be used to purchase product at pharmacies.
Salespersons with tablet pc’s are engaged in indirect sales presenting products to physicians together with messages structured by marketing units. Goal is to convince physicians to use products in their prescriptions. Direct Sales focused in Pharmacies and Distributors (Partners) completes the sales loop.
ACME CRM
ACME-CRM software sales’ cycle stages already completed are:
- Corporate presentation.
- Products and solutions presentations.
- RFQ for Sales, Marketing and Analytics has been recently received by to be filled.
- Pilot application still needs to complete the gathering of prospect’s requirements before a first demo session.
Existing corporate web portal provides to visitors with complete information about products covering specifications, medical studies, protocols, etc.
An exclusive web portal for Distributors (Partners) will be considered and deployed in the future.
ACME CRMScenario (3/4)
ACME CRM
This presentation will cover chosen characteristics, functionalities and benefits of the Sales module proposed accordingly with prospect’s sales process and needs.
In order to give a more complete perspective, Marketing and Analytics features are also presented.
Current information about local corporation is still being gathered to structure a complete ROI analysis from ACME.CRM perspective.
Goal of presentation is to confirm business perspective, reaffirm prospect engagement and relationships with spokepersons responsible to transmit prospect requirements.
ACME CRMScenario (4/4)
Current stage is still covering business and functional prospect’s requirements.
What ACME-CRM does
How ACME-CRM does it
Why ACME-CRM
What ACME-CRM will do for PHARMA PRESCRITit
ACME-CRM interface
ACME-CRM empowerment &
PHARMA PRESCRITit process flow
PHARMA PRESCRITit landscape
ACME-CRM Sales Force Automation
ACME-CRM Marketing
ACME-CRM Analytics
ACME-CRM SFA Sales Presentation ACME CRM
ACME-CRM acts as framework for organizational change in order to Attract, Engage, Sell & Retain Customers. This is done through:
- Shortening your sales cycles and increase your revenues.
- Making your sales & marketing personnel more efficient.
- Helping to create a market differentiation and to create the 80/20 niche.
- Improving your account management and sales team collaboration.
- Achieving a holistic view of all your account interactions, resulting in informed professionals and satisfied customers.
- Gaining insight into all your sales activities including pipeline and forecasted revenue, for more informed and accurate sales planning and marketing strategies.
ACME CRMWhat ACME-CRM does (1) ACME CRMWhat ACME-CRM does (1/2)
Landscape Analysis
Multi-channel Strategy
Business Continuity
Action
Market
Control Opening
Expansion
Extension
ACME CRM provides analytical functionality
ACME CRM provides
Multichannel Access
ACME CRM provides capacity to act in real time:
campaigns, accounts & activities assignment, etc.
ACME CRM provides tools for configuration, workflow escalation & integration in
real time
ACME CRM provides
preloaded and ad-hoc reports for
control and monitoring
New Product & Service
ACME CRMWhat ACME-CRM does (2/2)
With its technology, ACME-CRM provides a platform based on
-Multichannel approach for all stakeholders: sales, marketing, field service, partners –distributors & suppliers, final customers.
- Real time information management.
- Real time information sharing.
- Seameless integration with ERP-Back Office & Legacy Systems.
ACME CRMHow ACME-CRM does it (1/2)
Deployment
Zero Footprint
Bandwidth OptionsInteraction ModelStandard Web RefreshSmart RefreshExplicit SaveSmart Save
UI Widget SetHTML Native ControlsCalendar ControlCalculator ControlCurrency ControlRich Text ControlEnhanced Drop-down ControlEnhanced List ControlDrop-down Menus
AccessibilityBasic Style Sheet support Advanced Style Sheet SupportBasic Browser Keyboard Support Enhanced Keyboard Support
Discover
Design
Configure
Validate
Deploy
ACME CRMHow ACME-CRM does it (2/2)
Call Center
Sales
Field Service
Marketing
eCommerce
Analitics
Employee
...
Fax
Face to Face
Web
WAP
Phone
Db CRM
DWAnalíiics
DbInventoryFinance
HHRR,…
Legacy
Chat
…
Channels
Procurement
Inventory
Finance
Administration
HHRR
…
Projects
SW Library
....
Front-Office (CRM)
Back-Office (ERP)
Logistics
....
Encript, LDAP…
Web Server
Gateway
Customer
Employee
Partner
Client Web Servers Application Servers
Database Servers
Firewall
Stakeholder
ACME CRM’s quality of products and services has been driven to:
- Establish a growing market sharing supporting a CRM ecosystem.
-Consolidate a solid financial structure with an optimal proportion between revenues from new licences and support that allows a continuous strong investment in innovation and quality.
ACME CRMWhy ACME-CRM (1/2)
CRM Market Share(large corporations)
ACME CRMWhy ACME-CRM (2/2)
ACME CRM’s tecnology offers a robust platform based in the state of the art in order to preserve investment and optimize cost of ownership:
- First class support for configuration and upgrading
- Compatibility with OS’s, browsers, database and integration with office suites
- Compatibility and integration with ERP’s and legacy systems
- Partnerships with software world leaders
-Growing world solid reputation
ACME-CRM
CRM Magic Quadrant
ACME CRMWhat ACME-CRM will do for PHARMA PRESCRITit
•Reduced use ot IT tools
•Reduced timing of knowledge acquisition
• Increase vision of trends
•Increase Customer behavior knowledge
•Increase knowledge of landscape & competition reaction capacity
ACME-CRM Analytics
•Reduced campaign development costs
•Reduced campaign deployment costs
•Improve management of campaign profitability
•Reduced cost from migrating to web/email campaigns
•Reduced advertising cost
•Increase conversion rate
•Increased number of campaigns
•Increased average revenue per sale
•Increased revenue from improved new product/service development cycle reduction
•Increased retention rate for premium customers
ACME-CRM Marketing
•Customer acquisition costs
•Order error reduction
•Reduced training cost
•Employee retention
•Customer retention
•Sales efficiency and Effectiveness
•Average value per transaction
•New sales rep. performance
ACME-CRM SRF
Direct & Indirect Sales
Benefits Costs Reduction
Sales CallCenter Marketing My ACME-CRM Administration
Accounts Contacts Opportunities Quotes Activities
Reports TerritoriesSales Targets Incentives PartnersPrice Models
New Edit Cancel Delete
Expenses
Search
ACME CRMACME-CRM interface
ACME-CRM empowerment &PHARMA PRESCRITit process flow
CampaignPlanning
CampaignExecution
CampaignAnalysis
SegmentAnalysis
PartnerAnalysis
PHARMA PRESCRITit Marketing
View New Leads
Use Sales Tools
Populate database
PHARMA PRESCRITit Sales-Indirect & Field Sales
View New Leads
Generate Quote
Place OrderPartnerAnalysis
PHARMA PRESCRITit Sales-Direct
Receive Promotion
Browse Web
Catalog
Generate Quote
Place Order
PHARMA PRESCRITit Web Commerce-Partners
Call for Help?
Logon to Portal
Access Self Service Site
Browse FAQs
Solve Problem
PHARMA PRESCRITit Web-Self Service
ACME CRM
Manage Agenda
Check Marketing Messages
Use Sales Tools
Check Marketing Messages
ACME-CRM Sales Force Automation
Populate database
View New Leads
Use Sales Tools
Check Marketing Messages
Prospects &&
Territory assigned by manager a/o authomated Assignment
Manager
Imported data from 3rd Party database
Visibility on
Marketing Campaigns
Quotes
Orders
Expenses
Agenda
Events
Office tools
Product Recognition
Product Acceptance
Tactic data
Medical Samples
Marketing Issues
Analyze
Tactic Plans
Quarterly Plans
Sale Targets
Visits targets
Event targets
Business targets
ACME CRM
Personalized html eMail
Personalized Web Offer
Web Product Catalog
Define Targets&
Create Campaign
SalesforceMessages
ACME CRMACME-CRM Marketing
DWAnalíiics
CampaignPlanning
CampaignExecution
SegmentAnalysis
PartnerAnalysis
CampaignAnalysis
ACME CRMACME-CRM Analytics
• Seamless end-user experience when generating, scheduling, viewing, and printing reports
• Reports are designed in ACME CRM Tools and/or MS Visual Studio
• Data extraction from CRM & ERP platforms
• Enables Partners and Customers with visibility privileges to view reports from a web browser
• Export, Printing, eMailing functionality
• Different possibilities of presentation: Graphics, Pie chart, Tables
• A pre-built data warehouse with ready to use reports and customization options
• More than 150 types of reports classified in four categories:
– Sales and Territory, Products, Periods
– Direct and Indirect Sales & Quotes per Products, Salespersons
– Campaigns results per Channel, Recipients, Periods, Products
– Activities per Salesperson and Customers
• Export, Printing, eMailing functionality
• Different possibilities of presentation: Graphics, Pie chart, Tables
Thank you
ACME CRM
ACME-CRM SFA Technical Presentation
ACME CRM
ACME-CRM topology
ACME-CRM SFA 3-tier model
ACME CRMACME-CRM topology
Call Center
Sales
Field Service
Marketing
eCommerce
Analitics
Employee
...
Fax
Face to Face
Web
WAP
Phone
Db CRM
DWAnalíiics
DbInventoryFinance
HHRR,…
Legacy
Chat
…
Channels
Procurement
Inventory
Finance
Administration
HHRR
…
Projects
SW Library
....
Front-Office (CRM)
Back-Office (ERP)
Logistics
....
Encript, LDAP…
Web Server
Gateway
Customer
Employee
Partner
Client Web Servers Application Servers
Database Servers
Firewall
Stakeholder
Presentation
Objects: logic, business rules
Data
Tick UI(dedicated)
Thin UI(browser)
Database
Web Server
Application Server
Client
Database Server
ACME-CRM SFA 3-tier model(1/3) ACME CRM
Applets
Activex
SQL
Presentation
Objects definition: logic, business rules
Data Model
Database
Web Server
Application Server
Client
Database Server
ACME-CRM SFA 3-tier model(2/3) ACME CRM
Enterprise Java
Microsoft
w
v
r
Object X: Data Methods
Object Y: Data Methods
Object Z: Data Methods
DHTML:
Javascript
html
CCS
PhP
Microsoft, Sun, IBM, Apache, Solaris, …
MS CRM, Oracle & Siebel, SAP, …
IE, Mozilla, Firefox(browser)
Thin UI(browser)
Tick UI(dedicated)
Database
Web Server
Application Server
Web (thin)Client-
browser
Database Server
ACME-CRM SFA 3-tier model(3/3) ACME CRM
File System
Server Components
Object Manager
Mobile (thick) Client
Web engine
Gateway
Local Database
Screen View AppletControl
List Column
Parent Bss.Objetc
Child Bss. Object
Field
ColumnTable
Objects Definition
Thank you
ACME CRM