LAMP The CRM Perspective

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LAMP contains significant CRM feature with a few extra features thrown in that work well for markets like tele-marketing or marketing agents. So its hopefully not just another CRM but has specific features on top. However, the main appeal of LAMP is the built in email marketing, content management and marketing automation.

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LAMP The CRM Perspective

  1. 1. LAMP-360 Why do another CRM?! Julian Poulter 1 www.lamp-360.com
  2. 2. LAMP CRM Agenda • Background to CRM • Why do CRM again • Basic features • USPs • Additional features • Summary • LAMp-360 2 www.lamp-360.com
  3. 3. CRM Background CRM Mature: SFDC on Version 13 Well used, many failures Sales are main users, some marketing Main focus – Sales force automation (routing leads etc) – Contact management (logging calls, scheduling) 3 www.lamp-360.com
  4. 4. Why do CRM (again)? Emerging technologies, new challenges – Cloud – Landing pages – Content management for conversion – Social media publishing, interacting and listening – Alignment sales & marketing – Email landscape changing – Automation required – Mobile – Multiple relationships 4 www.lamp-360.com
  5. 5. Results CRM full of “holes” Filled with add on solutions: – Landing page converters – Marketing automation – Social media Multiple relationships 5 www.lamp-360.com
  6. 6. LAMP Basic CRM LAMP has all the basic CRM functionality – Sales force automation (routing leads etc) – Contact management (logging calls, scheduling) – Social media – Integration with Office etc – Reporting and analytics – etc 6 www.lamp-360.com
  7. 7. LAMP Unique CRM Clear definition of lead and MQL/SQL Client/Divisional Segmentation – Data segments to a client or division Campaigns organised into Projects – Campaign and project reporting – Simplifies sales experience 7 www.lamp-360.com
  8. 8. LAMP Uniques cont…. Optimised for inside sales follow up Options simplified for sales – Only relevant emails shown etc – Only relevant data – Only relevant Projects available Multiple relationships – One physical contact in d/b – Relationships by each division – Multiple opt-in and out. 8 www.lamp-360.com
  9. 9. LAMP Uniques cont…. Projects = groups of campaigns Campaign based – Emails always reflect campaign (templates and signatures) – Data for campaign (target lists, etc) – Activities shown and reported automatically against campaign – Documents relevant to campaign 9 www.lamp-360.com
  10. 10. Additional integrated features Fully integrated functionality Closed loop reporting – Marketing automation – Intelligent drip feed campaigns – Social media publishing – Landing pages – Built in led gen and sales processes 10 www.lamp-360.com
  11. 11. Additional integrated features …. Single version of the truth ! Many to many relationships – Companies who represent multiple clients – Companies with multiple personas Project Management – P&L reporting – Resourcing – Timesheets 11 www.lamp-360.com
  12. 12. Additional integrated features…. Fully Closed loop lead generation and reporting Maintains sales process and sales status / grading Maintains buying status Data source records and audit of data loads 12 www.lamp-360.com
  13. 13. Summary A new take on CRM Benefits – Simplified options – easier to use – Quicker to set up and operate – Built in processes - measureable 13 www.lamp-360.com
  14. 14. LAMP-360 14 www.lamp-360.com
  15. 15. Login, select campaign 15 www.lamp-360.com
  16. 16. Project set up 1 16 www.lamp-360.com
  17. 17. Project set up 2 17 www.sellingpeople.biz/wsi
  18. 18. Project set up 4 - reporting 18 www.sellingpeople.biz/wsi
  19. 19. Project set up 6 - collateral 19 www.sellingpeople.biz/wsi
  20. 20. Project set p 7 – data sets 20 www.sellingpeople.biz/wsi
  21. 21. Data internal search 21
  22. 22. Internal search results 22 www.sellingpeople.biz/wsi
  23. 23. Buy new data 23 www.sellingpeople.biz/wsi
  24. 24. Request data 24 www.sellingpeople.biz/wsi
  25. 25. Load data 25 www.sellingpeople.biz/wsi
  26. 26. Data meta data 26 www.sellingpeople.biz/wsi
  27. 27. Campaign set up 1 27 www.sellingpeople.biz/wsi
  28. 28. Campaign set up 3 - email 28 www.sellingpeople.biz/wsi
  29. 29. Campaign call guide 29 www.sellingpeople.biz/wsi
  30. 30. Campaign interim results 30 www.sellingpeople.biz/wsi
  31. 31. 31 www.sellingpeople.biz/wsi Lead Automated Marketing Process – Email Marketing with “Content” UnawareStreamAwareInterested`Customer Whitepaper 1 Whitepaper 2 Whitepaper 3 Video 1 Podcasts 1 Whitepaper 4 Video 2 29days 29d Whitepaper 5 Case study 1 Fact Sheet 1 7days 8d Brochure 2 Factsheet 2 Special Offer 1 Trial Offer 1 29days 29d Welcome 1 Tips & Hints 2 Cust. Survey 1 Tips 2 Newsletter 1 29days 29d Converts from telemarketing Click to media changes Stream, via Survey, chooses Product 2 Click to fact sheet changes Stream T/M Call T/M Call T/M Call T/M Call Survey 1 Survey 3 Survey 2 Whitepaper 6 Case study 2 Fact Sheet 2 7days 8d Product 1 Product 2 x000 emails 1000 per day Repeat Stream Copyright Selling People 2009
  32. 32. Stream Set up 32 www.sellingpeople.biz/wsi
  33. 33. Step set up 33 www.sellingpeople.biz/wsi
  34. 34. Whitepaper set up 34 www.sellingpeople.biz/wsi
  35. 35. Landing page form 35 www.sellingpeople.biz/wsi
  36. 36. Event set up 36 www.sellingpeople.biz/wsi
  37. 37. Survey set up 37 www.sellingpeople.biz/wsi
  38. 38. Landing page 38 www.sellingpeople.biz/wsi
  39. 39. Prospect master record 39 www.sellingpeople.biz/wsi
  40. 40. Contact 40 www.sellingpeople.biz/wsi
  41. 41. Gradings per client 41 www.sellingpeople.biz/wsi
  42. 42. Prospect / Contact sub tabs …. 42 www.sellingpeople.biz/wsi
  43. 43. Activities(opps/emails/notes) – all related to campaign 43 www.sellingpeople.biz/wsi
  44. 44. Lead source data 44 www.sellingpeople.biz/wsi
  45. 45. Opportunity – type 1 45 www.sellingpeople.biz/wsi
  46. 46. “meeting” type 2 46 www.sellingpeople.biz/wsi
  47. 47. Meeting - admin 47 www.sellingpeople.biz/wsi
  48. 48. Opp – intelligence – trype 3 48 www.sellingpeople.biz/wsi
  49. 49. Intelligence IT etc 49 www.sellingpeople.biz/wsi
  50. 50. Opp: “Survey” – type 4 50 www.sellingpeople.biz/wsi
  51. 51. Agent – new leads 51 www.sellingpeople.biz/wsi
  52. 52. Agent workflow – Follow ups 52 www.sellingpeople.biz/wsi
  53. 53. Call Lists: Opportunities 53 www.sellingpeople.biz/wsi
  54. 54. Agent: Call list record 54 www.sellingpeople.biz/wsi
  55. 55. Call list – send email 55 www.sellingpeople.biz/wsi
  56. 56. Call list – change stream 56 www.sellingpeople.biz/wsi
  57. 57. Call record – create intelligence 57 www.sellingpeople.biz/wsi
  58. 58. Sales order (from Opp) 58 www.sellingpeople.biz/wsi
  59. 59. Timesheets – per session 59 www.sellingpeople.biz
  60. 60. Client portal 60 www.sellingpeople.biz/wsi
  61. 61. Reporting 61 www.sellingpeople.biz/wsi
  62. 62. Questions and contact info Thank you julian.poulter@lamp-360.com 62 www.lamp-360.com
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