2. CRM is…
• “more than just a software application. It is a business
solution for all customer-centric processes. It covers
every interaction with customers across the entire
business. It improves internal business
processes, enables closer management of new and
existing customer relationships, increases revenues and
decreases inefficiencies and provides management with
timely and reliable insight to guide decisions.”
− Sage Product Brochure
3. Social Media is…
• “is a set of technologies and channels targeted at
forming and enabling a potentially massive community of
participants to productively collaborate”
• Anthony Bradley, Group Vice President, Gartner
Research - January 2010
− Sage CRM and Social Media
4. Social CRM is…
• “is a philosophy & a business
strategy, supported by a technology
platform, business rules, workflow, processes &
social characteristics, designed to engage the
customer in a collaborative conversation in order
to provide mutually beneficial value in a trusted
& transparent business environment.”
− Paul Greenberg (2009)
− http://the56group.typepad.com/pgreenblog/
5. Goal Setting…
• Your needs determine the goals you set
− peer-to-peer customer support,
− idea management,
− market research,
− product launch,
− brand reputation management.
• Are you shaping the conversation?
− Is your engagement leading to website visits?
o Are you encouraging the conversations to take place within forums that you
host?
− How Reputation management?
o Building an Authoritative and Trusted voice?
o What is the Twitter Sentiment Around round your Brand/Company
6. We use Social Media because…
• Managers • Marketing • Customer • Sales
• “I am an Professionals Service • “I want new
opinion leader • “I need • “I want to help tools to help
with a channels to customers me identify
thorough place our solve their sales
knowledge of content, and problems” prospects and
my industry. therefore build • “I want to progress sales
• I want to raise traffic.” share tips and prospects
awareness.” • “I want to know tricks with
what the public customers.”
is saying about
us.”
7. New Design – www.sagecrm.com
GEO IP detection delivering
localised content. Single Sign In destination
for existing customers.
Improved content structure
Priority on FREE Trials,
to drive home Sage CRM
with clear calls to action
features and benefits.
Relevant content with a Clearly defined and
focus on lead generation. focussed messaging
Sage CRM Community
Content is now centrally
Integration
managed through a flexible,
secure Content Management
System
Highly optimised content
including a good balance
Social Media Integration between text, images and
video.
12. Sage CRM brings everything together
• www.sagecrm.com • Partners
• Trials • Customers
• Customers • Staff
Cloud Community
Social
Support
Media
• Level 3 Support • Twitter
• Self Service Portal • LinkedIn
• Facebook
13.
14.
15.
16.
17.
18.
19.
20. Building the Social Relationships
• The Rules
− Listen
− Share
− Engage
• The conversation belongs to the customer and you are
joining in the conversation
• But where does the conversation take place?
23. Sage CRM brings everything together
• www.sagecrm.com • Partners
• Trials • Customers
• Customers • Staff
Cloud Community
Social
Support
Media
• Level 3 Support • Twitter
• Self Service Portal • LinkedIn
• Facebook
Editor's Notes
IntroductionI want to break this topic down and look at this topic with as much reality that I can muster.There is an enormous amount of hype around Social CRM and I think this can get in the way of a sober assessment of how new the Social Networks can be used to enhance business.Lets start with a definition.“more than just a software application. It is a business solution for all customer-centric processes. It covers every interaction with customers across the entire business. It improves internal business processes, enables closer management of new and existing customer relationships, increases revenues and decreases inefficiencies and provides management with timely and reliable insight to guide decisions.”Custom Relationship Management is a strategy for managing a organisation's interactions with external contacts, customers, clients and sales prospects. It uses technology to automate business rules, organize data, and synchronize processes. It might be mainly used for sales, but extends across marketing, customer service, and technical support. And it goes deep! It brings back office information to the customer facing teams e.g. stock levels or credit history.
“Social Media is a set of technologies and channels targeted at forming and enabling a potentially massive community of participants to productively collaborate”That’s from Anthony Bradley, Group VP of Gartner Research. You can see that is quoted in the brochure Sage CRM and Social Media.The use of technology (websites and applications) to communicate informally with other users, or to find people with similar interests to oneself. Data is typically not structured. The technology is typically third party and so not under your control.
Paul Greenberg defines Social CRM as…“a philosophy & a business strategy, supported by a technology platform, business rules, workflow, processes & social characteristics, designed to engage the customer in a collaborative conversation in order to provide mutually beneficial value in a trusted & transparent business environment.”I understand Social CRM to be a strategy to engage with those informal unstructured networks in order to build new forms of relationships with prospects and customers and to allow a link between the unstructured data and the information contained and controlled within the technology used with CRM.Important alert! A Social CRM strategy can include you own corporate support forums, blogs and self service community - the most important thing to realise about Social Networks is that the conversation belongs to the customer and you are joining in the conversation.
Alternative photo images
Back-up slide
The Sage CRM “Ecosystem” is made up of our website, community and social media channels. It was launched in March this year, and it is the first time that we have created a opportunity for our end users to have a direct channel to the teams that design and develop the product. In it’s first few months it has been a great success with high activity level as you can see on the slide here.
Hochschild’s The Managed Heart (1983) introduced the term ‘emotional labour’Work requires face-to-face or voice-to-voice contact with the publicthe worker to produce an emotional state in another personTraining and supervision can allow a degree of control over the emotional activities of employeesWe have challenges getting staff fully engaged in social mediaSage’s DilemaOur team works online, monitoring and communicating on behalf of our clients/organisationThrough this, they will build their personal brand and develop a reputation in the blogosphereThis is good for Sage… but also makes employees a target for headhuntersThey work all hours on behalf of my clients, and I’m not sure exactly how many hours – am I exploiting them? But are they promoting themselves at my expense?I have no control … but the job is getting done“Coming to terms with losing control” is a common themeStaff ReasonsFor my own self-esteemTo further my ‘personal brand’To aid the success of a campaignBecause I have a vested interest in a campaignCommitment to the client and employerPleasure derived from working as a team and sharing ideas & experiencesLearning and developing new skillsExcitement of working with social media
Inbuilt LinkedIn Integration
Extendable through APIs
API’s allow Social Media Metrics to be easily incorporated into the interfaceKlout.com is only one example of ‘influence’ measuremente.g.Peerindex.com is anotherWhat Authority do the people have?What is their influence? How many people will they tell? And how likely is their experience to be retweeted?
In what world is Lady Gaga more influential on developments in CRM and Social CRM than Paul Greenberg??
the conversation belongs to the customer and you are joining in the conversation