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Develop Your Business Cadence with CRM
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Develop Your Business Cadence with CRM

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Many businesses fail to capture a business cadence with CRM that creates maximum performance and ROI? Find out why? And how to avoid common mistakes.

Many businesses fail to capture a business cadence with CRM that creates maximum performance and ROI? Find out why? And how to avoid common mistakes.

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  • Attention diverted – requirements deviate, new initiatives created, the lack of a continual improvement process leads to Neglect New initiatives performed in spreadsheets, lack of visibility, declining utilization. Significant effort to realign.
  • High energy start you implement a system for absorbing change and monitoring successConsistent small improvements are less expensive and easier to absorb into businessWhy does this happen
  • Transcript

    • 1. Develop Your Business Cadence CRM Success Services for realizing CRM Excellence600 Six Flags Drive Suite 400 Arlington Texas 76011 214-997-1450 main | experts@crmevangelist.com
    • 2. Why? 2
    • 3. Questions & Comments from CRM Evangelist clients about CRM How can I maximize the ROI of my CRM investment? We aren’t getting the adoption I expected? Why? We’re not getting the reporting we need. The person who set up our CRM system is gone. Why do my users complain about CRM all the time? They aren’t using the system correctly. Our business has changed since we implemented the CRM system. Do we have to start all over? New initiatives are tracked on spreadsheets and rarely incorporate CRM anymore. I have to scroll through 100 fields to find the information I want. If it’s even in there. Too much functionality. What’s actually relevant to us? Do you have a CRM wish list?
    • 4. CRM Implementation Risk: Short term benefits  Phase 1: A high-energy start Adoption Curve  Business Requirements are current with Organizational need 4 # Users  New Business Initiatives/Projects use CRM tool 2  Executive Sponsor championing adoption 0  Utilization is high/growing 0 2 3 4 5 6 7  Phase 2: Attention diverted Time (Y/M)  Business Requirements start to Phase 3: Neglect deviate from initial CRM design: new campaigns, different foci, marketplace  New Business Requirements are not changes, competitors change and go- reflected in CRM tool to-market plans change  New Business Initiatives/Projects do  New Business Initiatives/Projects use not use CRM tool CRM tool 50% of time: CRM not top of  Intent to align Business with CRM may mind seem bureaucratic  Steady CRM utilization  Declining CRM utilization  Can’t sustain the focus of initial  Significant effort required to realign implementation CRM with today’s process needs What has changed in your business during past 6-12 months? Where do those changes put you in the CRM Adoption Curve?
    • 5. Desired CRM Implementation: Continuous improvement  Phase 1: A High Energy Start  (see also previous slide) Adoption Curve  AND, set up a system for monitoring 3 # Users success! 2  Easy mechanisms in place for users to provide feedback – users trained on this 1 (Cases, Ideas) 0  Users informed when/where their recommendations will be evaluated 0 1 2 3 4 5 6 7 8 9  Executive Sponsor touts feedback Time (M/Y) mechanism  Understand where the application is used most/least, and why Phase 3, Future Iterations:  Phase 2:  Put together Feedback Dashboards Consistent, Small, Iterative  Put together Utilization Dashboards Improvements  Program-level dashboards (phase in and phase out)  Understand your unstructured data (presence, commonalities, patterns)   Collaborate with functional Business Transform it to structured (reportable) data Leaders to prepare joint go-to-market plans; all new initiatives reflected in CRM  Rejuvenate your feedback mechanisms  Rewards program for valuable feedback
    • 6. Why don’t companies invest in continuous CRM adoptionacceleration tuning? • Lack of internal resources • Staffed for data maintenance, not performance tuning • Urgent priorities, other projects • No internal champion to drive feedback mechanisms • Pace of internal change How is CRM staying relevant in your business today?
    • 7. HOW?
    • 8. Turnkey services to deliver maximum CRM ROI CRM Build your CRM Blueprint™ for Business Innovation Blueprint Business Process Solution Design Buyers’ Advisor Vision, Project Charter & Roadmap Workshop Implement Education & Application Design Configuration Data Migration Support Deployment Integrate your CRM. Build a Custom Application Force.com Application Development with Portal Solutions Integration (ERP) APEX, Visual Force, Mobile CRM Peak Performance CRM Peak Performance™ Interactive Continual Improvement Change Management and Adoption 8Sales Cloud® and Service Cloud® are registered trademarks of salesforce.com. CRM Peak Performance™ and CRM Blueprint ™ are trademark of CRM Evangelist, LLC
    • 9. Technology savvy to innovate your business Custom Sales Service Marketing Mobile Business Cloud & Automation Automation Automation Solutions Intelligence Integration CRM Technology FrameworkSales Cloud® , Service Cloud® are registered trademarks of salesforce.com. CRM Peak Performance™ , CRM Blueprint ™ are trademarks of CRM Evangelist, LLC 9
    • 10. Making a CRM change?Take the Readiness Assessment for a free report. 214-997-1450 ext 1 And avoid CRM failure with this white paper. www.crmevangelist.com/crm-readiness-assessment/ 1 0
    • 11. 1-214-997-1450 extension 1experts@crmevangelist.com@crmevangelists 11