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 …

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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  • 1. LAMP-360 Why do another CRM?! Julian Poulter 1 www.lamp-360.com
  • 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. 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. 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. 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. 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. 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. 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. 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. 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. 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. 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. 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. LAMP-360 14 www.lamp-360.com
  • 15. Login, select campaign 15 www.lamp-360.com
  • 16. Project set up 1 16 www.lamp-360.com
  • 17. Project set up 2 17 www.sellingpeople.biz/wsi
  • 18. Project set up 4 - reporting 18 www.sellingpeople.biz/wsi
  • 19. Project set up 6 - collateral 19 www.sellingpeople.biz/wsi
  • 20. Project set p 7 – data sets 20 www.sellingpeople.biz/wsi
  • 21. Data internal search 21
  • 22. Internal search results 22 www.sellingpeople.biz/wsi
  • 23. Buy new data 23 www.sellingpeople.biz/wsi
  • 24. Request data 24 www.sellingpeople.biz/wsi
  • 25. Load data 25 www.sellingpeople.biz/wsi
  • 26. Data meta data 26 www.sellingpeople.biz/wsi
  • 27. Campaign set up 1 27 www.sellingpeople.biz/wsi
  • 28. Campaign set up 3 - email 28 www.sellingpeople.biz/wsi
  • 29. Campaign call guide 29 www.sellingpeople.biz/wsi
  • 30. Campaign interim results 30 www.sellingpeople.biz/wsi
  • 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. Stream Set up 32 www.sellingpeople.biz/wsi
  • 33. Step set up 33 www.sellingpeople.biz/wsi
  • 34. Whitepaper set up 34 www.sellingpeople.biz/wsi
  • 35. Landing page form 35 www.sellingpeople.biz/wsi
  • 36. Event set up 36 www.sellingpeople.biz/wsi
  • 37. Survey set up 37 www.sellingpeople.biz/wsi
  • 38. Landing page 38 www.sellingpeople.biz/wsi
  • 39. Prospect master record 39 www.sellingpeople.biz/wsi
  • 40. Contact 40 www.sellingpeople.biz/wsi
  • 41. Gradings per client 41 www.sellingpeople.biz/wsi
  • 42. Prospect / Contact sub tabs …. 42 www.sellingpeople.biz/wsi
  • 43. Activities(opps/emails/notes) – all related to campaign 43 www.sellingpeople.biz/wsi
  • 44. Lead source data 44 www.sellingpeople.biz/wsi
  • 45. Opportunity – type 1 45 www.sellingpeople.biz/wsi
  • 46. “meeting” type 2 46 www.sellingpeople.biz/wsi
  • 47. Meeting - admin 47 www.sellingpeople.biz/wsi
  • 48. Opp – intelligence – trype 3 48 www.sellingpeople.biz/wsi
  • 49. Intelligence IT etc 49 www.sellingpeople.biz/wsi
  • 50. Opp: “Survey” – type 4 50 www.sellingpeople.biz/wsi
  • 51. Agent – new leads 51 www.sellingpeople.biz/wsi
  • 52. Agent workflow – Follow ups 52 www.sellingpeople.biz/wsi
  • 53. Call Lists: Opportunities 53 www.sellingpeople.biz/wsi
  • 54. Agent: Call list record 54 www.sellingpeople.biz/wsi
  • 55. Call list – send email 55 www.sellingpeople.biz/wsi
  • 56. Call list – change stream 56 www.sellingpeople.biz/wsi
  • 57. Call record – create intelligence 57 www.sellingpeople.biz/wsi
  • 58. Sales order (from Opp) 58 www.sellingpeople.biz/wsi
  • 59. Timesheets – per session 59 www.sellingpeople.biz
  • 60. Client portal 60 www.sellingpeople.biz/wsi
  • 61. Reporting 61 www.sellingpeople.biz/wsi
  • 62. Questions and contact info Thank you julian.poulter@lamp-360.com 62 www.lamp-360.com