Lunch and Learn at Keens Steakhouse, with Act-On, SugarCRM & W-Systems
Thursday, May 19, 2016
Lunch and Learn Agenda
• 12:00 - 12:30pm Registration
• 12:30 - 12:45pm SugarCRM Overview and Presentation
• 12:45 - 1:00pm Act-On & W-Systems Corporate Overviews
• 1:00 - 1:30pm Act-On Demonstration
• 1:30 – 1:45pm BREAK
• 1:45 - 2:15 pm The Dynamic Duo (Sugar + Act-On)
• 2:15 - 3:00pm Networking and Q&A
© 2016 SugarCRM Inc. All rights reserved.
Our Vision
MAKE EVERY CUSTOMER RELATIONSHIP
EXTRAORDINARY
Market 360
Customer Loyalty
Growth
Business 360
Sales Coaching
Cross Channel
Customer 360
Simplify Common Tasks
Social Collaboration
Mobile
Easy To Use
Fast to Deploy
Simple to Maintain
Innovate and
Grow
Manage and
Execute
Coverage and
Productivity
Adoption and
Agility
Hierarchy of Needs...
© 2015 SugarCRM Inc. All rights reserved.
SugarCRM Company Highlights
3
23Quarters of consecutive
Growth
Only company solely focused on making every customer relationship extraordinary.
1.5M+Users
120+Countries
40%+CAGR last
3 years
500+Employees, strong global
presence
200+Deployment
Partners Worldwide
© 2015 SugarCRM Inc. All rights reserved.
Why Sugar is the Right CRM
Empowers Individuals
• Consistent interface across all devices• Consumer-grade user experience, enterprise-grade functionality• Advanced workflow and collaboration tools orchestrate complex interactions• Contextual intelligence from internal and external data sources within a single dashboard
Most Adaptable
CRM Platform
• On-premise, private cloud, public cloud deployment• Easily integrates with global enterprise applications and data sources• Most highly customizable platform based on open technologies• Full source code access and single code base across all environments
Greatest Business
Value
• Simple, predictable pricing with no hidden fees or forced upgrades• Less expensive to customize and integrate• Includes Sales, Service and other core CRM capabilities in one price• Lower long-term TCO: lower data and API costs due to flexible cloud options
Solely focused on making every customer relationship extraordinary.
© 2015 SugarCRM Inc. All rights reserved.
Sugar PurePrice™: Unparalleled Value
One Price
§ Sales, marketing, support automation
§ No separate “clouds”
§ Same price for cloud or on-site deployment
No Hidden Fees
Low TCO
§ Customize without penalty
§ No mobile upcharge
§ Integrate freely
§ Clear, predictable pricing
§ Unlock strategic vision
© 2015 SugarCRM Inc. All rights reserved.
OVUM: IBM Adoption of Sugar = “User-centered CRM”
IBM's Adoption of Sugar: A Lesson in Global Implementation IBM's agile, collaborative, user-centered approach wins over 80,000 sales people
"CRM implementations, especially where they touch the sales force, have proved to be an adoption graveyard for many organizations. Most failures can be traced to management looking at CRM in the wrong way. In these instances, the desire to command and control the wildcats of sales takes precedence over the fundamental purpose, which is to help sales people foster deeper bonds with customers to drive greater lifetime value, as well as increased customer relevance."
© SugarCRM Inc. All rights reserved.
06/08/
2015
Forrester: SugarCRM the “Modern CRM”
“The Modern CRM” Kate Leggett May, 2015
AlignYour CRM Strategy With Your Customer Experience Strategy
FocusCRM Outcomes on Revenue Uplift, Not Operational Efficiencies
LeverageCRM to Effortlessly Support the End-to-End Customer’s Journey
UseCRM to Deeply Personalize Engagement
ExtendCRM Beyond its Traditional Footprint by Leveraging Integrations
Combatthe CRM “Hate Factor” by Engaging CRM Users Simply and Easily
“Modern CRM” Approach in Tight Alignment with SugarCRM Strategy
Sugar exemplifies “Modern CRM” more than any other vendor IBM, Hillel, Fordham University, Cells4Life, Redglaze – 5 out of 12 examples cited
7
© 2016 SugarCRM Inc. All rights reserved.
Reader Poll: Sugar is the Best CRM –By Far
Sugar Wins PC Mag 2015 Business Choice Award
Sugar Wins top rating in international reader poll in every category:Overall Satisfaction, Reliability, Tech Support and User Recommendations
© 2015 SugarCRM Inc. All rights reserved.
Technology Partners Extend the Solution
ENTERPRISE APPLICATIONS PRODUCTIVITY
APPLICATION INTEGRATION & MANAGEMENT
REPORTING & ANALYTICS
MARKETING SALES SERVICE & SUPPORT
9
FindabilitySciences Technology
AdvisorsSymphony
Act-On Corporate Background
• Founded in 2008 initially backed by Cisco and WebEx
• Headquartered in Beaverton, Oregon
• 2nd Fastest growing marketing automation company on the 2014 Inc. 500/5000 list
• Frost & Sullivan Marketing 2014 Automation Company of the year
• Top 10 Most Evaluated Marketing Automation Company (TrustRadius)
Act-On NYC Event
i♥marketing Roadshow - June 2nd at the W Hotel in NYChttp://wsyste.ms/acton-nyc-june2
Join Act-On CEO Andy MacMillan at a complimentary, half-day marketing workshop, followed by cocktails at the W hotel in NYC. Seats still available!
W-Systems Background
• SugarCRM Elite Partner• Offices in NY, NJ • Worldwide Top 5 Partner• Sole focus on CRM Since 1996• 700 CRM Deployments over almost 20 Years• 37 Staff members focused solely on
SugarCRM• Development is done In House - No
Outsourcing• 95% renewal rate• Integration Specialists
DemonstrationBrandon Contreras
Manager, Global Channel Development
The Dynamic Duo:SugarCRM and
Act-On Marketing Automation
Agenda
• CRM and Marketing Automation: • When and Why Do You Need Both?• Feature Set Demonstration• Solution Pricing• Q&A
WHEN do you need both CRM and Marketing Automation?
• You need CRM to manage individual customer facing processes such as sales and support
• You need Marketing Automation to consolidate multiple digital marketing tools beyond email
• You need both when you have separate customer sales and marketing teams
Marketing Automation vs Email Marketing
• Email marketing is only one of many tools a marketer works with – it can be done in CRM or simple email services such as MailChimp or Constant Contact.
• Marketing automation attempts to bring all the tools a marketer needs into one combined platform to share data.
EmailMarketing
WebsiteVisitorTracking
WebinarManagement SocialMedia
WebsiteFormsCapture
NonEmailMarketing
Why Sugar and Act-On?
• Sugar and Act-On have very deep integration between the Marketing Automation and CRM toolset.
• Integration speeds the sales process • Integration provides a direct feedback loop
to marketing from the sales team
Act-On and SugarCRM Interaction Points
LandingPages
Forms
Leads ContactsOpportunities
Lists
TargetLists
InteractionsClicks/Visits
Upd
ates
Notes
RevenueAttribution
Dashboards
Act-On Marketing Automation
• Website Landing Pages• Lead Capture Forms• List Management• Email Broadcasting• Website Visitor Tracking• Lead Behavior Scoring• Website Asset Download Tracking• Social Media Post Tracking• Webinar automation (WebEx & GotoMeeting)• Automated Long Term Email Programs
Act-On W-Systems Lead Capture Forms
• Quickly place many lead capture form on web pages
• Instant post to SugarCRM
• Auto assign leads to sales reps or to inside sales groups
Act-On List Management: Real-time Sync to Sugar
Act-On List Management: Maintain List Segments
Act-On List Management: Control Which Fields to Sync
Act-On Automated Campaigns: Sequential Messages
Act-On Automated Campaigns: Example
WhitepaperDownload
ConfirmationEmailwithlink
toasset
Recordedwebinaronsametopic
eBookonsimilartopic
CorrespondingInfographic
Act-On Lead Scoring
• Track leads engagement with your digital content
• Assign scores based on lead demographics and job titles
• View detailed lead behavior in Sugar
Act-On Lead Scoring Example
Behaviour PointValue
Visitordownloaded theHowDoWeCompareToOurCompetitionwhitepaper
5
Visitorbrowsed companywebsitemultiple timesinthepast7days
5
Visitordownloaded theEvaluationGuide 5
VisitorisalreadyaleadintheSugarCRM 4
Visitorclickedoncompany'sJobswebpage. -5
Act-On in Sugar
Solution Pricing