Introducing Sage CRM to MAS and Accpac Customers

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A recommended approach to introducing Sage CRM to existing MAS and Accpac customers.

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  • Introducing Sage CRM to MAS and Accpac Customers

    1. 1. Introducing Sage CRM to Accounting Clients Azamba Consulting Group Your Sage CRM Go To Partner Peter Wolf 1.312.513.9333 [email_address] www.azamba.com Twitter: @azambainc
    2. 2. Who is Azamba Consulting? <ul><li>Azamba Consulting Group helps businesses become more profitable through the use of Sage CRM software. </li></ul>
    3. 3. Azamba Highlights <ul><li>250+ successful Sage CRM installations </li></ul><ul><li>10+ years of Sage CRM </li></ul><ul><li>Functional and Technical expertise </li></ul><ul><li>Business focused </li></ul><ul><li>Success-oriented methodology </li></ul><ul><li>Sage Spirit Award winner </li></ul><ul><li>Sage President’s Circle member </li></ul>
    4. 4. What is CRM? <ul><li>CRM provides a central, web-based information repository to securely share key information in an efficient, timely manner. </li></ul><ul><li>It’s designed to help you track and measure your activities and increase overall organizational effectiveness. </li></ul>
    5. 5. Built-In Functionality <ul><li>CRM is designed to help you: </li></ul><ul><ul><li>Find, </li></ul></ul><ul><ul><li>Get, </li></ul></ul><ul><ul><li>And Keep Customers </li></ul></ul>
    6. 6. Finding Customers <ul><li>Marketing Automation </li></ul><ul><ul><li>Create and track ROI of marketing campaigns </li></ul></ul><ul><ul><li>Create and manage marketing lists </li></ul></ul><ul><ul><li>Build telemarketing scripts and campaigns </li></ul></ul>
    7. 7. Getting Customers <ul><li>Sales Force Automation </li></ul><ul><ul><li>Opportunity management </li></ul></ul><ul><ul><li>Sales cycle analysis / interactive visual pipeline </li></ul></ul><ul><ul><li>Online integrated forecasting </li></ul></ul><ul><ul><li>Workflow / tracking history </li></ul></ul>
    8. 8. Keeping Customers <ul><li>Customer Service </li></ul><ul><ul><li>Incident tracking </li></ul></ul><ul><ul><li>Case management and service status </li></ul></ul><ul><ul><li>Workflow / tracking history </li></ul></ul>
    9. 9. … and more! <ul><li>Personal Dashboards </li></ul><ul><li>Calendar / Task Management </li></ul><ul><li>Business Rule Automation </li></ul><ul><li>Workflow Automation </li></ul><ul><li>Notification Engine </li></ul><ul><li>Email Integration </li></ul><ul><li>Accounting Integration </li></ul><ul><li>Document Library </li></ul><ul><li>Outlook Integration </li></ul><ul><li>Customer Self-Service </li></ul><ul><li>Handheld Device Support </li></ul><ul><li>Advanced Customization </li></ul><ul><li>Web Application Portal </li></ul>
    10. 10. Primary CRM Benefits <ul><li>CRM makes it easier and more efficient to: </li></ul><ul><ul><li>Find, </li></ul></ul><ul><ul><li>Get, </li></ul></ul><ul><ul><li>And Keep Customers </li></ul></ul><ul><li>And helps keep management informed on how the business is doing </li></ul>
    11. 11. Why CRM? <ul><li>The world has changed - and is still changing – extremely quickly </li></ul><ul><li>Huge need for efficiency and effectiveness across the organization and through the entire supply chain </li></ul><ul><li>Your clients are feeling this dramatically – they need help </li></ul>
    12. 12. Why should you care about this? <ul><li>Again – the clients need help </li></ul><ul><li>They will find it – from us or from others </li></ul><ul><li>By stepping in, we: </li></ul><ul><ul><li>Deepen the relationship </li></ul></ul><ul><ul><li>Broaden our practices </li></ul></ul><ul><ul><li>Protect from client base erosion </li></ul></ul><ul><li>CRM Market is growing – rapidly </li></ul><ul><ul><li>$10B (2010) - $14B (2014) </li></ul></ul>
    13. 13. How do you move forward? <ul><li>Throw out everything you know about CRM being “just” another accounting module </li></ul><ul><li>Seriously… clear your mind of those thoughts… </li></ul><ul><li>Ready? </li></ul>
    14. 14. Who do you approach? <ul><li>Ideal contacts: </li></ul><ul><ul><li>Owners </li></ul></ul><ul><ul><li>Head of sales </li></ul></ul><ul><ul><li>Head of marketing </li></ul></ul><ul><ul><li>Head of customer service </li></ul></ul><ul><ul><li>Head of operations </li></ul></ul><ul><li>Not on the List (usually): </li></ul><ul><ul><li>Head of Accounting </li></ul></ul><ul><ul><li>Head of IT </li></ul></ul>
    15. 15. What do these folks want? <ul><li>Honestly? It varies from client to client and position to position </li></ul><ul><li>General purpose *BIG* drivers: </li></ul><ul><ul><li>Visibility </li></ul></ul><ul><ul><li>Control </li></ul></ul><ul><ul><li>Speed of execution </li></ul></ul><ul><ul><li>Revenue growth </li></ul></ul><ul><ul><li>Cost containment </li></ul></ul>
    16. 16. How do you approach them? <ul><li>Know your clients </li></ul><ul><li>Don’t bother “selling” – advise! </li></ul><ul><li>Present the high-level value case to your primary contact </li></ul>
    17. 17. Ask for the introduction <ul><li>Sage has a great CRM tool that helps companies like yours become more effective, efficient and profitable. </li></ul><ul><li>I think you should take a look at this – it has helped a lot of Sage MAS / Accpac clients like you. Plus, the first user is free of charge. </li></ul><ul><li>Would you mind introducing me to …. </li></ul>
    18. 18. When should you do this? <ul><li>Start now </li></ul><ul><li>Your competitors are working the phone lines </li></ul><ul><li>Your clients are interested and will be moving forward – with or without you </li></ul>
    19. 19. Interested in More Information? <ul><li>Contact Peter Wolf @ Azamba: </li></ul><ul><ul><li>1.312.513.9333 </li></ul></ul><ul><ul><li>[email_address] </li></ul></ul><ul><ul><li>www.linkedin.com/in/azambainc </li></ul></ul><ul><ul><li>www.twitter.com/azambainc </li></ul></ul>

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