PTRA CRM presentation
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PTRA CRM presentation

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The slide deck that was used during the PTRA conference in San Diego, May 2012

The slide deck that was used during the PTRA conference in San Diego, May 2012

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PTRA CRM presentation PTRA CRM presentation Presentation Transcript

  • Choosing the ‘Best’ CRM David Inniss, MBA President, San Diego CRM Consulting david@sandiegocrm.com (619)866-4276
  • Background• Founder/Owner - San Diego CRM Consulting - 8 years• 750 + full CRM implementations• Prior VP Sales/Marketing - 15 years• Prior Healthcare CIO/CFO/CEO - 9 years• Prior Navy Officer - 6 years
  • Definitions• Contact Management• CRM• SFA• SaaS• IaaS• IPaaS
  • Thoughts..• There is no “Silver Bullet” Solution for ALL companies• There are “One Size Fits Most” Solutions, but.....• The industry is moving away from on-premise to cloud computing - laptops will be a thing of the future within a few years• Customer Data is your IP. Defend at all costs
  • Key Design Considerations• “You want Toast”• ‘Starbucks’ Litmus Test• Upstream Connections (Lines) - What do they use, and what do they make YOU use?• Downstream Connections (Clients) - How do you communicate with them?• Crawl, Walk, Run• Why complicate your life?
  • System Uses• Client / Line Tracking• Proposals / Pricing• Accounting Integration?• Pipeline/Funnel Tracking• Leads/Prospecting• Communications Engine• Reporting / Company Health
  • Sales Collateral / Price Lists• Where is it stored?• Updates pushed out to all?• Collaborate with marketing departments of your lines and clients• Real-time communication
  • Gotchas• Data - Most complex and time consuming part of process• Building in vacuum - Must have all involved in Process• Building in existing system - Better to start fresh for modeling• No interaction with client - You have to be part of it• Automating too early - Get process 100% THEN and ONLY then automate•
  • CRM Implementation Steps• Assessment/Documentation of current process/system/data• Data Normalization project• Design• Build - Begin Integration• Test Import/training - Integration Testing• Final Import / Go Live• Adoption Support - (8 to 10 weeks)
  • Salesforce to Salesforce Customer Data Sales Opps Rep Line Company Company Salesforce to Salesforce Bridge
  • Mainstream CRM Discussion• Act!• Goldmine• Salesforce.com• Sales Logix• Custom Rep CRM
  • Questions?Will be here all day for sessions