Presenter: Matthew Taylor, VP of Hosting and Operations, Viawest
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Presenter: Matthew Taylor, VP of Hosting and Operations, Viawest

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CRM Strategy: How one company embraced change and is getting monster CRM results.

CRM Strategy: How one company embraced change and is getting monster CRM results.

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Presenter: Matthew Taylor, VP of Hosting and Operations, Viawest Presentation Transcript

  • 1. ViaWest CRM
  • 2. Questions? What Do You Want?
  • 3. Who is ViaWest Colo-Managed Services Company 17 Datacenters in 5 States Started Implementation @ $20M Now $110M 18 Acquisitions & 2 Investment Rounds
  • 4. More Consistency SAS Sales Need Session Acquisition Strategy Investment Strategy High Expectation of Change
  • 5. Integration of CRM Implementation of Outlook Sales Stand Alone Order to Cash Program Cloud vs. Dedicated In-House vs. Dedicated Hosted Infrastructure
  • 6. Lessons Learned (The Good) Execute a Selection Process Outsource, Outsource, Outsource Flexibility, Flexibility, Flexibility Drive Business to Requirements Outsourced Maintenance Contracts
  • 7. Lessons Learned (The Bad) Constantly Remind Requirements Executive Involvement Dashboards
  • 8. Lessons Learned (The Ugly) Draw Finish Line Sales Management Buy-in/Ownership Dashboards (BEEP in BEEP Out) Drive Annual Project Expectation Sales Exec Turnover Flexibility
  • 9. Questions? Your Turn
  • 10. How Can We Help Dedicated Hosting CRM Selection (Unbiased) CRM Implementation Technology Executive Strategy