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CRM Acceleration - Social CRM One Step at a Time
 

CRM Acceleration - Social CRM One Step at a Time

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Introduction to SugarCRM the company and how to approach using social crm to enable your sales team

Introduction to SugarCRM the company and how to approach using social crm to enable your sales team

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  • Did you know that 70% of all CRM implementations fail? So, if you want to be part of the successful 30%, where do you start?
  • Finally, picka technology that will enable your people to implement the business process changes needed to achieve your goals. By following this flow, you ensure that you pick a technology that will fit around your business processes vs having to change your business processes to fit around the technology.In short, CRM is a business strategy, not just a software solution.
  • And as with every business strategy, companies don’t succeed by boiling the ocean but by evolving their processes along the way.
  • I have found that far too many companies get stuck in the Manual Stage, working hard but never seeming to make progress. They find that they are routinely losing new sales deals and losing existing customers to their competitors. Only by defining and investing in a CRM strategy will you be able to climb the CRM Adoption Curve and differentiate yourself from your competitors.It is important to note that true competitive differentiation only starts truly effecting the business once you have reached the Defined and Optimized stages. You will see this in the arc of the curve on this chart. It is too easy to buy generic CRM software solutions that your competitors are also purchasing and find yourself looking no different than your competitors to your prospects and customers. It is only by achieving the Optimized Stage that you truly become “one of a kind” to your customers.
  • Social CRM plays an important role in the next evolution of CRM technology.  I’m a firm believer in creating applications that add value to the individual user.  While SalesForce (and Sugar) have been creating CRM applications accessible for low cost in a Web browser, the Internet has enabled new modes of sales rep interaction that the old CRM software model doesn’t leverage.  We need to bring those into Sugar, exactly as you describe.  I want the individual sales rep to want to use Sugar. The ability to easily manage thousands of relationships as provided by Social CRM tools is going to unleash whole new levels of highly personalized and highly relevant commerce.  How exactly we see that unfolding is an interesting discussion to pursue in advance of SugarCon.  I really liked the points made by Philippe Cases from Spoke about how Social CRM tools enable a single sales rep to proactively manage and nurture thousands of business relationships.  I imagine scenarios here where email marketing campaigns are driven off of Tweets, changes in a company’s About Us page trigger customer retention programs,  customer conversations are tracked across email/twitter/blog comments/forum posts, and more.

CRM Acceleration - Social CRM One Step at a Time CRM Acceleration - Social CRM One Step at a Time Presentation Transcript

  • Social CRMOne Step at a Time
    Clint Oram
    VP Products and Co-founder
  • Agenda
    Introduction to SugarCRM
    What is “Social” All About?
    Why Should You Care?
    Implications on Corporate/IT Structure
    Where are We Today?
    Glimpse at the Future
    Q & A
  • About SugarCRM
    Founded in April 2004
    6,000 Customers in 30 Countries
    175,000 Community Members
    130 Employees Worldwide
  • Broad CRM Functionality
    6/15/10
    4
  • Company Momentum
    Nearly 600 New Customers Signed in Q1
    Over 60,000 Paid Subscriber Seats
    More than 60,000 CE Downloads/Month
    Approaching 600,000 End Users
    6/15/10
    ©2009 SugarCRM Inc. All rights reserved.
    5
  • Over 6,000 Customers Worldwide
    6/15/10
    6
  • Social CRM According To…
  • Paul Greenberg
    The customer is in control
    of the conversation.
    SCRM is the company’s response to thecustomer’s control of the conversation.
    There is no joint ownership of the conversation. But there is no control by one or the other of the relationship between them. Though the “power balance” can lean toward one or the other. Right now it leans to the customer.
  • Martin Walsh
    Social CRM is the process of converting content into conversations and extending these conversations into collaborative experiences and then transforming those experiences into meaningful relationships.
  • Evolution of the CRM Landscape
  • Traditional Buying Model
  • Complex Social Buying Model
  • Are You As Confused As I Am?
  • Goals
    People
    Processes
    Technology
    Marketing
    Sales
    Customers
    Services
    Services
    05/08/09
    ©2009 SugarCRM Inc. All rights reserved.
  • Engage
    4.
    Unique
    Talk
    3.
    Social Sophistication
    2.
    Your Sales Team Uses SCRM to Listen to its Customers
    Manual
    1.
    Generic
    SCRM Process
    Optimized
    Manual
  • Listening to Your Customer Today
    SugarCRM
    Company Website
    Google Search
    LinkedIn Profile
    Twitter
    Blog
  • Introducing Sugar 6
  • In Summary
    Social CRM is a component of CRM
    Your prospects and customers are already using Social Media – Take Advantage!
    Don’t try to do everything at once
    Start with basics, allowing your sales team to gather more relevant information on your customers
  • Remember, it all starts with…Sugar 6!
  • Thank You
    Clint Oram
    clint@sugarcrm.com