Flexing Sugar Platform: Session 4: Social Selling/ the ROI for Your Team

Flexing Sugar PlatformSocial Selling: The ROI For Your Team

Challenges for your Average Sales Person Takes too long to prepare for customer meetings Difficulty finding relevant and current product information Forced to use tools that dont help them sell Wasting time on leads that dont pan out Need to understand portfolio with little training Changing roles weaken relationships Spend too much time doing reports and not enough time selling to customersTweet: #SCON12 © 2011 IBM Corporation

Characteristics of Top Sales People Engage Reach Know experts across Spend more time the organization who with customers help him close deals Discover Act Understand their Focus on customers better opportunities than the that create the competition most profitTweet: #SCON12 © 2011 IBM Corporation

Discover - Understand your customers better than thecompetitionKnow what customers are talking about and what they like and dont like through sentiment analysis of social dataTweet: #SCON12 © 2011 IBM Corporation

Act - Focus on accounts and opportunities thatcreate the most profit Use predictive analytic models to focus on right deals and recommend the best products and pricing Tweet: #SCON12 © 2011 IBM Corporation

IBM and SugarCRM Social Selling Software ComponentsAccessCapabilitiesIntegration Tweet: #SCON12

Business Value Assessment Consultative approach to calculating ROI Four steps Day in the life demonstration Fact gathering Assumptions MathTweet: #SCON12 4/24/2012 ©2012 SugarCRM Inc. All rights reserved. 17

Fact Gathering Example Technology Firm Number of employees 1000 Number of sales people 100 Average # deals per year 12 Average deal size $125K Internal Discount Rate for 10% investments Pre-tax profit margin 15% Average labor costs Varies by role YTY increase in labor costs 4% Hardware and software costs Varies by year Plus other operational dataTweet: #SCON12 4/24/2012 ©2012 SugarCRM Inc. All rights reserved. 19

AssumptionsYour team makes the assumptions after seeing the demo Example Technology Firm Time saved/deal finding information about the 20 min account during progression cycle Time saved/deal finding experts and content during 20 min proposal cycle Time saved/deal finding experts and content during 30 min post proposal cycle Time saved per deal re-using a best practices template 45 min Time saved per deal by collaboratively creating new 30 min content Adoption rates Varies by yearYou decide if time saving results in increase revenue or costs savingsTweet: #SCON12 4/24/2012 ©2012 SugarCRM Inc. All rights reserved. 20

Validate Assumptions Past Business Value Assessments Surveys by analysts firms Source: McKinsey: How Companies are Benefitting from Web 2.0, 2009Tweet: #SCON12 Survey of 1900+ large firms in all industries

Math: Results for Example Technology Company Year 1 Year 2 Year 3 Year 4 PV Cash Flow of Project Costs ($186,909) ($40,093) ($37,098) ($37,098) PV Cash Flow of Project Benefits $75,661 $152,850 $218,854 $188,177 Net Cash Flow ($111,248) $112,758 $181,756 $151,079 Cumulative Cash Flow ($111,248) $1,510 $183,266 $334,345 NPV Net Present Value of Opportunity $345,093 ROI NPV of Project Costs ($290,449) NPV of Project Benefits $635,542 ROI (IRR) 67% $400,000 Cashflow and Breakeven $300,000 $200,000 $100,000 $0 Year 1 Year 2 Year 3 Year 4 ($100,000) ($200,000)Tweet: #SCON12 4/24/2012 ©2012 SugarCRM Inc. All rights reserved. 22

Different starting points for Social Selling Maximize Reach with Engage expertise your customers across the organization •IBM SmartCloud Engage •IBM Connections •IBM Customer •IBM Sametime Experience Suite Discover insights Act on opportunities that about your customers create the most profit •IBM Cognos Consumer •IBM Cognos Business Insight Intelligence •IBM® SPSS® Decision Management Link to more info on Social Selling © 2011 IBM Corporation

Submit Session Feedback Select the SugarCon Mobile App: 1) Tap on this session 2) Tap on survey 3) Submit your feedback*iPad prizes for attendees who submit session feedback using the Mobile App 4/24/2012 ©2012 SugarCRM Inc. All rights reserved. 26

Flexing Sugar Platform: Session 4: Social Selling/ the ROI for Your Team

by SugarCRM

Accessibility

Categories

Upload Details

Usage Rights

Statistics