Zero2Ten's CRM for Manufacturing - easy way to get going with CRM

1. CRM for Manufacturing
on

2. Manufacturing Customers using CRM
Case Study
“We selected Zero2Ten because we wanted a partner that would
help us improve our sales and marketing processes, focus on
improving sales productivity and implement fast.” said Brian
Moriarty Vice President of Sales, General Cable.
Manufacturing
Customer Profile
Customer Profile
Video Case Study

3. CRM for Manufacturing - Overview
Companies Contacts Leads
Sales
Forecasting
Call Reports
Opportunities
Issues Campaigns
Sales
Marketing
Lists
Quotes
Distributor
Credit History Contracts Programs Warranties
Goals + Activities + Reporting + Dashboards

4. CRM for Manufacturing - Overview
 Experience of over 100 Manufacturing Customers
 Optimized User Experience
 Intuitive Navigation for High User Adoption
 Optimized and Consistent Forms and Views
 60+ Charts
 12 Key Business Dashboards
 14 Key Business Processes (Workflows)
 Phase the Solution into your organization to
optimize User Adoption
Companies Contacts Leads
Sales
Forecasting
Call Reports
Opportunities
Issues Campaigns
Sales
Marketing
Lists
Quotes
Distributor
Credit History Contracts Programs Warranties
Goals + Activities + Reporting + Dashboards

5. Sales Forecast - Overview
Sales
Management
Budget
Sales Team Forecast
Order
ERP System
 Sales Forecasting consists of:
 Budget
 Forecast
 Orders
 Budget – Original Plan
 Forecast – Updates by the Sales Team
 Order – Final purchases by the Customer

6. Priority Business Outcomes for Manufacturing
 Improve Sales Decision Making
 Improve Forecasting Accuracy & Quota Visibility
 Increase Revenues from Existing Customers
 Maximize Time Spent Selling
Accurate
Forecasting
Improve Sales
Decision Making
Existing Customer Time Selling
Revenue

7. Additional CRM for Manufacturing Resources
 4 Ways for Manufacturers to Improve Sales going Mobile
 4 Ways for Manufacturers to Improve Sales Management
 4 Ways for Manufacturers to Improve Account Management
 5 Ways for Manufacturers to Improve Lead Management
 4 Ways to help Metal and Plastics Manufacturers increase Sales
 Get Better Visibility into Customer Purchase Patterns
Blog Posts
White Papers
 CRM for Manufacturing Overview
 Manufacturing Trends

8. Account & Contact Management
1. Account Management
Get a 360 degree view of your customers. Easily see what is going on
across your organization with this customer, manage relationship plans
based on tier status of the customer, get credit history and forecast
information and get to account intelligence quickly on what the
customer is doing in the marketplace.
2. Contact Management
Track all the key contacts at prospects, customers and distributors and
the activities and interactions that you are having with them. Keep on
top of your key customers.

9. Leads & Opportunity Management
3. Lead Management
More effectively manage, distribute and qualify leads that come into
your organization. Automatically email the lead and set up a qualifying
call for your sales team to quickly follow up.
4. Opportunity Management and Pipeline Tracking
More effectively manage your sales opportunities and analyze your
sales pipeline as well as your sales quotas and goals. Give sales
management better visibility into the pipeline in order to more
effectively coach the sales team.

10. Sales Forecasting & Credit History
5. Sales Forecasting
Track your goals, forecast and actual orders. Visualize how you have
performed across product lines, sales teams or individual customers.
Roll your forecasts up to customer contracts or key programs that your
aligning to at a customer.
6. Credit History
Capture credit history and visualize how the customer’s accounts
receivable has tracked against credit limits over time.

11. Contracts & Programs
7. Contract Tracking
Track contracts with your customers and the related sales forecasts that
were expected from them. Visualize your performance versus plan.
8. Programs
Track key customer programs against sales forecasts and visualize how
you are performing against your goals for each program.

12. Activities and Call Reports
9. Activity Management
Manage activities at the individual or manager level to ensure that the
right interactions are occurring and nothing is falling through the
cracks.
10. Call Reports
Track your call reports for all key customer and distributor meetings.
Reduce the amount of time to report on your key activities each week as
the rollup of call report activity can be managed directly out of CRM
real time.

13. Warranties and Goals
11. Warranties
Manage the warranty process and proactively follow up with customers
before their warranties expire to renew and upsell.
12. Goals
Track sales teams goals against opportunities or activities or almost any
other target in the system.

14. Marketing Campaigns and Lists
13. Campaigns
Manage your multi step marketing campaigns, track your ROI and your
campaign responses. Measure how your spend has made an impact on
lead generation.
14. Marketing Lists
Create lists of companies, contacts or leads to better target your
marketing message. Associate records through real time queries of the
system or allow the team to manage their lists by adding or subtracting
individual or groups of records.

15. Standard & Advanced Quoting
15. Standard Quoting
Manage quote line items, products, volume pricing and multiple price
lists.
16. Advanced Quoting
Manage more advanced quoting scenarios that require formulas, rules,
item compatibility, upselling and cross selling suggestions.

16. Business Social
17. What’s New / Yammer
Collaborate with your team. Follow users and specific records and post
updates. CRM will post key events. Upgrade to Yammer to extend the
collaboration to your entire company.
18. Account and Contact Intelligence
Bring in relevant information about your prospects and customers and
keep up to date with what they are doing in the marketplace. Track key
events, financials and a list of their competitors. Synchronize relevant
contacts directly into CRM for efficient follow up.

17. Processes: Opportunity Notifications
1. Notify VP of Sales of $100K+ Opportunities
Notify the Sales Leader when new opportunities are created
that are above a certain threshold. Easily change who the
notification goes to and what the threshold limit is.
2. No Activity for 7 Days on an Opportunity
Deals can slip through the cracks if they aren't being
followed up on. Notify a Sales Rep if they haven't
updated their Opportunity in 7 days. Easily change who
the notification goes to and what the threshold limit is.
New Opportunity
Created
In CRM
Estimated Revenue >
$100K
Email Notification
To the
VP of Sales
Opportunity has not
been updated in 7 Days
Send notification
To the Sales Rep
to Follow Up

18. Processes: Opportunity Processes
3. Rating – Sets Probability/Weighted Revenue
The rating of the deal updates the probability of winning
and the Weighted Revenue calculation. Easily modify the
probability percentage.
4. Win/Lost Process
Take action upon an Opportunity being closed as Won or
Lost. If Won, send out a Win Report to the Sales
Manager. If Lost, set a Task to follow up with the
Prospective Client in 6 months. Easily change the
parameters of what action takes place for a Won or Lost
Opportunity.
Set Probability to 0% No Position - Probability
to 10%
Best Case – Probability to
25%
Most Likely – Probability
to 50%
Commit – Probability to
90%
Opportunity is Closed as
WON or LOST
Send out WIN Report to
the Sales Manager
Set a Task to follow up in
6 months

19. Processes: Opportunity and Activity Follow Up
5. Create a Renewal Opportunity
For Organizations that are selling in a subscription or
renewal model. Automatically create Renewal
Opportunities when an Opportunity is closed as Won.
Easily modify the parameters for creating the Renewal
Opportunity to fit your process.
6. Create a Follow Up Appointment
Automatically create Follow Up Appointments if the
"Next Start and End Time" fields are filled out.
Opportunity is Closed as
Won
Create a New
Opportunity with an
Estimated Close Date 12
months out
When an Appointment is
Completed and the Next
Start Time and End Time
are filled out
Create a New
Appointment

20. Processes: Phone Call Follow Up & Issue SLA
7. Create a Follow Up Call
Automatically create a Follow Up Phone Call if the "Follow
Up Call" Time is filled out.
8. Case Creation Notification and SLA
Automatically create a Customer Notification by Email of
a New Issue (Case) creation and set the SLA to have the
Case completed in 24 hours. Easily change the
notification information and SLA time.
When a Phone Call is
Completed and the
Follow Up Call Time is
filled out
Create a New Phone Call
When a new Issue (Case)
is created
Notify the Customer by
Email of the Issue
Information and Set SLA
for 24 Hours

21. Processes: Issue Resolution & SLA Notification
9. Case Resolution Notification
Automatically create a Notification by Email when an Issue
has been Resolved or Canceled. Easily change the
notification information.
10. Case SLA Exceeded Notification
Automatically create a Notification to the Customer
Service Rep and their Manager if an Issue goes past the
SLA (Service Level Agreement). Easily change the
notification information.
When an Issue is
Completed
Notify the Customer by
Email
When an Issue has gone
past the SLA Date
Notify the Customer
Service Rep and their
Manager

22. Processes: Lead & Customer Follow Up
11. Customer Tier Relationship Plan
Automatically create a Follow up for Customers based on
their Tier level.
Tier 1 = Monthly
Tier 2 = Quarterly
Tier 3 = Semi Annual
12. Lead Follow up and Call Qualification
Automatically send a Lead an Email Follow up.
Automatically assign the sales person a follow up phone
call to qualify the Lead.
When a Company
(Customer) is set at a
Tier 1, 2 or 3
Set Monthly, Quarterly or
Semi Annual Tasks to
ensure Follow Up
When a New Lead is
Created
Send notification to Lead
and set Follow up
Qualification Call

23. Processes: Credit History & Warranty Follow Up
13. Credit History – Update Company
Update the Customer record with new Credit History
Information.
14. Warranty Expiration Follow Up
Automatically create a follow up to contact a customer
with a warranty that is expiring. The Sales team can
extend the warranty or look for an opportunity to upsell
or cross sell the customer.
New Credit History Update Customer
Record
When a Warranty is
coming close to Expiring
Create Follow up Task to
contact the Customer to
extend the Warranty