CRM Made Social with SugarCRM Webcast


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Learn how InsideView works inside SugarCRM. Prospects and customers spend more time online than ever before. They're sharing their business needs and telling salespeople exactly how and when they want to do business. Social media provides an unprecedented platform for companies and individuals to express their business challenges. Statistics prove that sales people who follow their prospects and customers through social media have higher win rates and shorter sales cycles. InsideView helps salespeople use social media to uncover the right prospects and build relationships with them.

Ralf VonSosen, VP Marketing, InsideView

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  • These gains are summarized in a recent study by CSO Insights (2,000 companies, annual survey)
  • Let’s take a look at what data looks like, vs. intelligence
  • We help customers improve their revenue process.Our approach to driving productivity is fundamentally different than data providers, where $4-9B are spent each year.Just a few examples of customer ROI
  • CRM Made Social with SugarCRM Webcast

    1. 1. InsideViewIntroductionRalf VonSosen, VP of MarketingDan Tajbl, Sr. Sales Engineer<br />
    2. 2. Agenda<br />Getting harder to find, close, and keep customers?<br />The InsideView Solution<br />Intelligence vs. Data<br />Customer Success<br />Demo<br />InsideView for SugarCRM<br />| SLIDE :2<br />
    3. 3. Getting harder to find, close, and keep customers?<br />Renew<br />Engage<br />Find<br />Upsell<br />Convert<br />Qualify<br />Information<br />Customers<br />Relationships<br />Leads<br />Opportunities<br />Customers<br />| SLIDE :3<br />
    4. 4. New Customer Dynamics - <br />“70% of the B2B buying process happens online”<br />SiriusDecisions Inc.<br />purchase<br />consideration<br />awareness<br />“ We have a project”<br />online<br />“I’m just downloading stuff”<br />“ We’ve<br /> made a decision”<br />level of buyer activity<br />“ We’ve shortlisted vendors”<br />“I’m just browsing”<br />time<br />
    5. 5. Are You Adapting to these Changes?<br />Leads<br />How do you ensure comprehensive market and competitive research is done to find the best new leads?<br />Describe your process for finding and segmenting new leads based on market, company, and contact information.<br />How do you ensure the most comprehensive information is available for new leads?<br />How are leads scored based on quality and routed to sales reps?<br />Opportunities<br />How much time should rep’s spend preparing for a call and how much do they actually spend?<br />Do top-performers prepare more? More effectively? Both?<br />Do your presentations and proposals provide a clear picture that your rep’s understand the prospect’s business and company?<br />How are your reps differentiating or prioritizing their calls for the day?<br />Customers<br />How do account managers build their relationship with customers?<br />How do they prepare for upsell and renewal conversations?<br />Leads<br />Opportunities<br />Customers<br />| SLIDE :5<br />
    6. 6. The Promise of InsideView<br />Renew<br />Renew<br />Engage<br />Engage<br />Find<br />Find<br />Upsell<br />Upsell<br />Convert<br />Convert<br />Qualify<br />Qualify<br />Leads<br />Opportunities<br />Customers<br />| SLIDE :6<br />
    7. 7. Find & Qualify<br />Leads<br />Engage & Convert<br />Opportunities<br />Renew & Upsell<br />Customers<br />How does InsideView do it?<br />News<br />Social Media<br />Connections<br />Company Info<br />| SLIDE :7<br />
    8. 8. InsideView’s Impact<br />Competitive Info<br /><ul><li>Find & research competitors
    9. 9. Monitor activities & news
    10. 10. Presence in accounts</li></ul>Prospecting<br /><ul><li>Use real-time triggers
    11. 11. Social identity & activity
    12. 12. Explore common connections</li></ul>Relationship Building<br /><ul><li>Identify key individuals
    13. 13. Social Identity & Activity
    14. 14. Use common connections</li></ul>Lead Generation<br /><ul><li>Find by market, company, contact, social profile
    15. 15. Merge with CRM</li></ul>Pre-Call Research<br /><ul><li>Common connections
    16. 16. Deep company & contact info
    17. 17. News and social activity</li></ul>Renewal<br /><ul><li>Real-time business triggers
    18. 18. Insight into social activities
    19. 19. Track info with CRM data</li></ul>Find & Qualify<br />Leads<br />Engage & Convert<br />Opportunities<br />Renew & Upsell<br />Customers<br />Lead Enrichment<br /><ul><li>Deep contact information
    20. 20. Social profile & activity
    21. 21. Enhance info in your CRM</li></ul>Contract Negotiation<br /><ul><li>Identify key individuals
    22. 22. Deep profile on individuals
    23. 23. Real-time triggers on events</li></ul>Upsell<br /><ul><li>Company structure info
    24. 24. Real-time business triggers
    25. 25. Insight into social activities</li></ul>| SLIDE :8<br />
    26. 26. SOCIAL MEDIA & NETWORKS:<br />LinkedIn, Facebook, Twitter, Blogs, etc.<br />TRADITIONAL MEDIA & SOURCES:<br />Company & Contact Data, News, etc.<br />BROWSER<br />MOBILE<br />CRM<br />InsideViewCreates Intelligence from Data<br />Connection Analysis<br />Trigger Event Analysis<br />Natural Language Processing <br />Entity Triangulation<br />How does InsideView do this?<br />| SLIDE :9<br />
    27. 27. Data vs. Intelligence – CSO Insights<br />Assuming $1M Quota, Intelligence vs. Data => 11% Revenue improvement <br />
    28. 28. Social Selling Essential #1: <br />Contact Data vs. Intelligence<br />DATA<br />INTELLIGENCE<br />
    29. 29. Social Selling Essential #1: <br />Company Data vs. Intelligence<br />DATA<br />INTELLIGENCE<br />
    30. 30. | SLIDE :13<br />Social Selling Essential #2: <br />When & Why to Call<br />
    31. 31. Accelerating Momentum & Recognized Leader<br />Social CRM Watchlist<br />— ZDNet / Paul Greenberg, January 2011<br />Top 100 Private Software Company<br />— JMP Securities, 2010<br />#1 Rated & Most Popular App<br />— AppExchange<br />2007<br />2008<br />2009<br />2010<br />
    32. 32. Impacting the Entire Customer Relationship for great ROI<br />Lead<br />Generation<br />LeadQualification<br />Opportunity<br />Management<br />Customer<br />Renewals/Upsells<br />22->70 New Opportunities/Rep/Month<br />Increase Avg. Contract Value by 460%<br />50% decrease in research time<br />Improved selling to C-level<br />Find & Qualify<br />Leads<br />Engage & Convert<br />Opportunities<br />Renew & Upsell<br />Customers<br />
    33. 33. DEMO<br />| SLIDE :16<br />
    34. 34. InsideView for SugarCRM Features<br />| SLIDE :17<br />
    35. 35. THANK YOUEmail: sales@insideview.comTwitter: @insideview<br />