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CRM

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A PROJECT VERY APPRECIATED IN NMIMS

A PROJECT VERY APPRECIATED IN NMIMS

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  • Performs core Corporate activities and increases customer service augmenting Corporate Image Facilitates company-wide integrated information systems, covering all functional areas.
  • CRM is the function of building a long standing relationship with customers. Over the years, businesses have found it easier and cheaper to retain a certain customer as oppose to obtaining new ones. This idea of building strong healthy relationships with customers essentially increases a businesses profits by reducing the costs included in obtaining a new customer base.
  • -CRM is a combination of policies, processes, and strategies implemented by an organization to unify its customer interactions and provide a means to track customer information. CRM uses the collection of customer data, (such as demographics and income levels), to attract new customers, while forming stronger bonds with current customers. (THE COLLECTION PROCESS IS DONE VIA *SLIDES*)-CRM software system can only be effective and mature if a company has dedicated employees constantly updating the customer information database. Front office customer interactions are the first step to collecting customer information. Employees will input customer demographic info, the more detailed the better, into the CRM software system. Once a profile is created for a customer, all different sectors of a corporation can add information regarding future interactions with that particular customer onto that customers profile. -With the accumulation of information from different customers over time, companies can then begin to analyze their data in order to improve their customer service and define targeted markets for certain products, as previously mentioned.
  • Geography no longer an advantage; resources and processes only offer a short gain;
  • DocuShare Developers Network SupportCPX allows process management functions as well
  • MSP also known as Microsoft SharePoint Products and Technologies ; WSS =which is included with Windows Server and available as a free download for those with Windows Server licenses. BI that allow you to track key performance indicators and build BI dashboards into your team site. MySites= which are individual mini-sites that can be set up to show who in your company you’re connected to, what your tasks and skills are, your contact information, and more.
  • Customer complaints cut by 25%
  • Alignment with businessstrategy
  • Transcript

    • 1. Information Technology presentation
    • 2. What is ERP?
      ERP is a solution, which
      • Facilitates company-wide integrated Information systems, covering all functional areas.
      • 3. Performs core Corporate activities and increases customer service augmenting Corporate Image.
      Enterprise Resource Planning
    • 4. Information Islands
      http://www.open-source-erp-site.com
    • 5. Why ERP?
      For Management – to know what is happening
      in the company
      To shun the geographical gaps
      To satisfy the customers with high expectations
      To be Competitive & for survival
      Enterprise Resource Planning
    • 6.
    • 7. Customer Relationship Management
    • 8.
    • 9. Customer Relationship Management
      Customer relationship management (CRM) is a widely-implemented strategy for managing a company’s interactions with customers, clients and sales prospects. It involves using technology to organize, automate, and synchronize business processes—principally sales activities, but also those for marketing, customer service, and technical support. 
    • 10. Why Need CRM
      Every company do CRM – one way or other.
      Few Facts : why need CRM
      Not a single point of contact
      Communication Gap
      Getting a new customer cost 5 times then
      retaining existing customer
      1% increase in sale with existing customer
      will boost profit by 17% while 3% in other case
    • 11. Goals of CRM
      The idea behind CRM to gain insight into the behavior of customers and the values of those customers. If it works as hoped then business can :-
      Provide better customer services
      Make call center more efficient
      Cross sell product more effectively
      Helps sales staff close deals faster
      Simplify marketing & sales process
      Discover new customers
      Increase customer revenue
    • 12. Types of CRM
      Operational CRM which provides support to front office, business processes including sales, marketing and service. Operational CRM processes customer data for a variety of purposes:
      Managing campaigns
      Enterprise Marketing Automation
      Sales Force Automation
      Sales Management System
      Analytical CRM which analyses the customer data for various purposes such as design and execution of targeted marketing campaigns to optimize marketing effectiveness, design and execution of specific customer campaign, analysis of customer behavior to aid product and service decision making, management decision, prediction of probability of customer defection.
      Continue….
    • 13. Consumer Relationship CRM covers aspects of a company's dealing with customers handled by the Consumer Affairs and Customer Relations contact centers within a company. Representatives handle in-bound contact from anonymous consumers and customers.
      Sales Intelligence CRM is similar to Analytical CRM, but is intended as a more direct sales tool. Features include alerts sent to sales staff regarding:
      Cross-selling/Up-selling/Switch-selling opportunities
      Customer Drift
      Sales performance
      Customer trends
      Customer margins
      Customer alignment
    • 14. CRM Implementation
      • Choose a Vendor
      • 15. Gain support for Top Level Management
      • 16. Training
      • 17. Commit to your CRM Software
      • 18. Ensure IT and Management Coordination
    • How Does CRM Work?
    • 19. The Current State of Customer Relationship Management
    • 20. The Current Model of CRM
    • 21. Contd..
    • 22. CRM Sales Force Automation Vendors
      Sales Force
      SAP
      Oracle
    • 23. Top Vendors
      1. SAP
      2. Oracle
      10. Sales Force
    • 24. SAP
      Business One delivers:
      Customer Order Management
      Territory Management
      Data Quality Management framework
      Pipeline Performance Management
      Key Benefits:
      • Their sales representative rave about the improved ease-of-use of the SAP CRM 2007 solution.
      • 25. Consistent Comprehensive, multi-channel selling solution
      • 26. It provides all relevant information - product, inventory, sales performance and financial performance of their company.
    • Oracle
      Siebel includes:
      Siebel Collaboration - Sales and channel analytics
      Mobile and Handheld Access
      On-demand and hybrid
      Partner management
      Key Benefits :
      Oracle products unify DHL customer information and create a single, global, multi-channel view of each and every customer relationship. Their products reduce the amount of time the sales force needs to spend on administrative duties have achieved an increase in revenue in year to year.
    • 27. SalesForce
      Cloud is a collaborative application that provides
      Customizable forecasting
      Microsoft integration
      Mobile solutions
      Account and contact management
      Key Benefits :
      • NASA's Innovative Partnership Program is using Salesforce CRM to realize its vision of a 360 degree view of interactions with its external entities
      • 28. U.S. Army Experience Center is using Salesforce CRM which has resulted in saved time and resources .
    • Products Benchmark
    • 29. Potential Business and Management Impacts
      • Positive Business Impacts
      • 30. Negative Business Impacts
      • 31. Management Impacts
      • 32. Implementation Issues
    • Positive Business Impacts
      • More positive relationship with Customers/vendors
      • 33. Data can be utilized for:
      • 34. Marketing campaigns
      • 35. Business strategies
      • 36. Customer acquisition campaigns
      • 37. Cross-selling, up-selling and add-on selling
      • 38. Changes to products and services
      • 39. Forecasting
    • Negative Business Impacts
      • Overuse for sales & marketing can frustrate customers
      • 40. Data is only as good as is input
      • 41. Customer expectations increase
      • 42. Some customers may feel privacy is violated
    • Management Issues
      Adjustments need to be made to:
      • Policies
      • 43. Processes
      • 44. Front-of-House Customer Service
      • 45. Employee Training
      • 46. Marketing
      • 47. System of Information Management
    • Management Impacts Cont’d
      • Resistance from department heads and employees
      • 48. Policies and Processes require changing in advance
      • 49. Data Quality/Cleaning
    • Case study
      Our Business is Farmer’s Dream
      Group Of Companies
    • 50. Case Study: Periwal Group of Industries
      • Leading pesticides, seeds and fertilizer firm in northern India
      • 51. Retail Outlets in Punjab, Haryana, Rajasthan
      • 52. End users- Farmers
      • 53. With a base of 5000 customers and more
      • 54. Installed Business One(SAP’s CRM solution) three years back
    • Reasons for implementation of CRM
      • CUT THROATCOMPETITIONS IN TERMS OF CUSTOMER SATISFACTION
      • 55. It's difficult to profile and target customers for marketing campaigns
      • 56. IDENTIFYING PREMIUM CUSTOMERS
      • 57. INVENTORY CONTROL
      • 58. ABSENCE OF real-time accurate information and data
      • 59. GROWTH AND EXPANSION NEEDS
    • PROBLEMS WHILE IMPLEMENTATION
      TRAINING
      DATA COLLECTION
      TIME CONSUMPTION
    • 60. IMPACT AFTER IMPLEMENTATION
      RETENTION OF CUSTOMERS.
      CONSUMER SATISFACTION
      DETAILED ANALYSIS RESULTED IN INCREASED MARKET SHARE
      EFFIECIENT MANAGEMENT CONTROL
      CHANGE OF IMAGE
    • 61. The Results
      • Customer complaints cut by 25%
      • 62. Customer satisfaction up by 15%
      • 63. Customized reports, track sales and trends
      • 64. Customer retention
      • 65. Increased soft results: time, errors, frustration, doubt, experience
    • Benefits of CRM
      Growth
      Vision
      Improve
      Sales &
      Service
      Profit
      improved
      customer
      satisfaction
      • Increate
      the
      number of
      opportunity
      • Expand
      the market
      & attract
      new
      customers
      • Develop
      additional
      streams of
      revenue
      • Single
      Point
      communi-
      cation
      With
      Customer
      • Email
      Marketing
      profitability
      • Sustainable
      Income
      • By
      knowing
      what
      customer
      demands
      • Customize
      Knowledge
      base
    • 67. Analysis of CRM
      • Alignment with business strategy
      • 68. Easy to learn and use and well integrated with systems
      • 69. Facilitated process change with support of executives
    • The Development of Customer Relationship Management
      1980’s 1990’s Current
      Non-IT CRM
      IT-Assisted CRM
      • Call Centers
      • 73. Spreadsheets/ Databases
      • 74. Internet Presence
      • 75. Statistical Pkgs.
      Automated CRM
    • The Future of Customer Relationship Management
    • 79. The Future Model of CRM
    • 80. Thank You 

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