get a smartstart: learn 4 crm essentials
TRANSCRIPT
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Your Presenters
Christian Wettre
Presidentcwettre@
w-systems.com
Dennis Smith
VP of Sales dsmith@
w-systems.com
Sarah Friedlander GarciaDirector of Marketing
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Agenda
• What is CRM?• About W-Systems• CRM Implementation Challenges• The SmartStart Approach• The Sugar CRM Platform• The Four Pillars of CRM• SmartStart Deployment & Pricing• ROI Calculator
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What is CRM?
• Customer Relationship Management
• Any process that involves acquiring or maintaining a customer
• Central repository for all customer and prospect detail (360-Degree View)
• Central repository for all customer interactions and communications
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• Gatehouse Media Company• SugarCRM Elite Partner• Worldwide Top 5 SugarCRM Partner• Focus on CRM and Marketing
Automation since 1996 • 1,000 CRM Deployments over 20 years
About W-Systems
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CRM Implementation Challenges
• No defined processes for sales and marketing
• No best practices for how to manage processes
• Costly requirements discovery and implementation
• Insufficient user adoption planning
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The SmartStart Approach
• Create a solid foundation to provide for scalable growth• Focus on highest value business processes that will
deliver a return on investment• Utilize strategies proven over 20 years and hundreds of
CRM deployments• Customize process terminology to reflect your
organizations culture• Execute a tested and established user adoption plan
with live and on-demand training• Access to monthly coaching sessions
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• Sugar is the most innovative, flexible and affordable CRM systems on the market today.
• Sugar has over 1.5 million users worldwide
• Proven product for organizations small and large
• Won PC Magazine’s Readers Choice CRM System in 2015 and 2016
• Sugar allows you to work where you work with desktop and mobile apps
The SugarCRM Platform
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Four Pillars of CRM
Key processes to start with:
Sales Prospecting
Revenue Pipeline Management
Account Management
Interaction Management
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• Lead Management• Sales Prospecting by the Sales Team• Sales Qualification• Metrics on Prospect Volume• Metrics on Prospect Development
Sales Prospecting in Sugar
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Sales Prospecting in Sugar
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Sales Prospecting in Sugar
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• Track opportunities through sales stages• Track all proposed details and terms• Produce detailed forecast reports• Produce sales pipeline analytics
Revenue Pipeline
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This is the insight that you will have:
Revenue Pipeline
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Revenue Pipeline
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Revenue Pipeline
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• Protect your customer base, your customers are your competitors prospects
• Ensure that existing customers get the appropriate amount of attention
• Organize Customers into groups and manage the number of days between interactions
• Cross Sell products and services
Account Management
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Account Management
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Account Management
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• Interactions leads to sales and customer retention• Provide an easy method of logging interactions with customers• Share interactions between team members as they happen• Capture metrics on the volume and quality of calls, meetings,
emails and general notes
Interaction Management
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Interaction Management
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Interaction Management
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Interaction Management: Outlook
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SmartStart Deployment
1. Scheduled Interview to gather your organizations terminology and culture
2. Configure CRM to reflect the results of the interview session
3. Review configured instance with leadership team and adjust based on feedback
4. Templated Data Import of Companies and Contacts5. Prepare and train system users6. Monitor go live7. Provide ongoing support and training
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SmartStart Pricing
• Core System License: $4,800/year
• SmartStart Deployment: $4,500 one time fee
• Additional licenses beyond 10: $480/year and $450 one time deployment fee
• Free system support
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ROI Calculator
• CRM provides ROI by:– Improving conversion rates
• More prospects by setting and monitoring goals
• Better conversions by providing process visibility
– Compressing sales cycle time
• Reduce errors by providing process visibility and accountability
• Reduce the time required by staff to perform processes and to access information
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ROI Calculator Current Improvement SmartStart CRM Situation Target Implemented Number of CRM Users 10 10 Monthly number of prospects per user ( 1year average) 20 5% 21 Total Prospects added per month 200 210 Prospect to Opportunity Conversion Rate 20% 2% 22% Monthly Number of Opportunities Created from Prospects 40 46 Average Revenue per Opportunity $7,500 0% $7,500 Monthly Added Opportunity Pipeline Revenue $300,000 $346,500 Opportunity Win Rate 20% 2% 22% Monthly Revenue of Won Opportunities $60,000 $76,230 Gross Margin 25.0% 0% 25.00% Monthly Gross Margin of Won Opportunities $15,000 $19,058 Ramp Up Months 2 Initial Investment $9,300 Monthly ROI $4,058 First Year ROI $ $40,575 Months to full ROI 4.3 One Year ROI $ 436%
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Poll
Would you like us to calculate your Return On Investment (ROI)?
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Questions and Answers
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Contact Information
Christian Wettre
W-Systems Corp. cwettre@
w-systems.com
This event is being recorded. The recording will be posted on the W-Systems SugarCRM blog 24-48 hours post webinar, and a link will be sent out to all registrants.
Dennis Smith
W-Systems Corp. dsmith@
w-systems.com
Sarah Friedlander GarciaW-Systems Corp.