ViaWest CRM
Questions?
What Do You Want?
Who is ViaWest

Colo-Managed Services Company

17 Datacenters in 5 States

Started Implementation @ $20M Now
$110M

18 Acq...
More Consistency

SAS Sales Need Session

Acquisition Strategy

Investment Strategy

High Expectation of Change
Integration of CRM

Implementation of Outlook

Sales Stand Alone

Order to Cash Program

Cloud vs. Dedicated In-House vs. ...
Lessons Learned (The
       Good)
Execute a Selection Process

Outsource, Outsource, Outsource

Flexibility, Flexibility, ...
Lessons Learned (The
        Bad)

Constantly Remind Requirements

Executive Involvement

Dashboards
Lessons Learned (The
        Ugly)
Draw Finish Line

Sales Management Buy-in/Ownership

Dashboards (BEEP in BEEP Out)

Dri...
Questions?
  Your Turn
How Can We Help

Dedicated Hosting

CRM Selection (Unbiased)

CRM Implementation

Technology Executive Strategy
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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.

Published in: Technology, Business
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Presenter: Matthew Taylor, VP of Hosting and Operations, Viawest

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